Lesson 1 MM

• Time management in sales

  Efficient allocation and utilization of one's time to accomplish sales-related tasks and goals effectively
• Time management in sales


  1. Prioritizing activities based on their importance and urgency

  2. Setting specific timeframes for completing tasks

  3. Minimizing time wastage on non-productive activities
• Territory management


  Strategic division and organization of geographical areas or customer segments to maximize sales opportunities and optimize resources
• Sales territories


  • Typically defined based on factors such as geographic location, customer demographics, industry verticals, or sales potential
• Effective territory management


  1. Analyzing territory potential

  2. Assigning sales resources (such as sales reps or teams) to specific territories

  3. Developing tailored strategies to penetrate and grow market share within each territory
• Time and territory management in sales

  Closely interconnected and mutually reinforcing
• Integration of time and territory management

  1. Time management techniques, such as prioritization and scheduling, are applied within the framework of defined territories to ensure that sales efforts are directed towards the most promising opportunities

  2. Territory management provides a structure and context for time management by delineating the boundaries within which sales activities occur and guiding the allocation of time and resources across different territories
• Components and Strategies


  • Prioritization
  • Planning
  • Resource Allocation
  • Route Optimization
  • Performance Monitoring
• Prioritization


  Identifying and focusing on high-value prospects and activities within each territory
• Planning


  Developing clear objectives, goals, and action plans for each territory, as well as scheduling regular reviews and adjustments
• Resource Allocation


  Allocating sales resources (including time, personnel, and budget) based on territory potential and strategic importance
• Route Optimization


  Planning efficient travel routes and visit schedules to minimize time spent on the road and maximize face-to-face interactions with clients
• Performance Monitoring


  Tracking and analyzing sales performance metrics within each territory to evaluate effectiveness and identify areas for improvement
• Importance of time and territory management

  • Increased Productivity
  • Better Customer Service
  • Higher Sales Performance
• Increased Productivity


  Proper time and territory management enable sales professionals to allocate their resources efficiently, ensuring that they spend their time on activities that yield the highest returns
• Better Customer Service


  Effective time and territory management allow sales reps to dedicate more time to understanding and meeting the needs of their customers
• Higher Sales Performance


  When sales representatives manage their time and territories effectively, they can reach more prospects and engage with existing clients more frequently
• Customer Profiling


  Understanding the characteristics, preferences, and needs of customers within each territory
• Customer Profiling


  • A car dealership conducts customer surveys and analyzes past purchase history to profile customers within each territory. Based on the data collected, sales representatives customize their sales approach, recommending vehicle models that match the customer's preferences, budget, and lifestyle, thereby increasing the likelihood of a successful sale.