Managing Your Time and Territory

1
Managing Your Timeand Territory
2

• 80/20 Rule
• Categorize accounts

3
Set Goals

• Specific
• Measurable
• Realistic stretch

4
Performance Goals

• Number of sales
• Sales in
• Commission

5
Performance Goals

• 60,000 per year of commissions
• 5,000 per month
• Get average of 500 commission per sale
• So need 10 good sales per month

6
Conversion Goals

• of prospects converted to customers
• of sales calls that result in sales

7
Conversion Goal

• 60,000 per year of commissions
• 5,000 per month
• Get average of 500 commission per sale
• So need 10 good sales per month
• Make sales on 15 of sales calls

8
Activity Goals

• Number of calls made
• Number of leads identified

9
Activity Goals

• 60,000 per year of commissions
• 5,000 per month
• Get average of 500 commission per sale
• So need 10 good sales per month
• Make sales on 15 of sales calls
• 67 sales calls 3/day, adjust to 4/day
• 68 new leads per month

10
Tools

• Account management software
• Planners