Sales Representative Training - How to Manage Time and Territory

Sales Representative Training - How to Manage Time and Territory

One of the biggest challenges for you as a sales representative is time and territory management. Often this is not addressed in your typical sales representative training programs. There are so many representatives who spend the bulk of their time engaged in unproductive activity. Straightening out papers on your desk and reading the product manual for the 15th time are not activities that are going to drive your commission check up. The bulk of your time needs to be spent on activities that will lead to winning a sale. The following are some strategies that will make this process easier for you.

Pelatihan

A good rule of thumb is to spend 80% of your time in selling activities and 20% of your time in activities that support the sales process. Selling activities includes such things as: lead generation, setting appointments, meeting with prospects, networking, discovering needs and wants, doing presentations, and making follow-up calls. Activities that support the sales process may include product training, ordering marketing supplies, and other administrative functions.

Schedule you prime sales time to be filled with sales activities. Prime sales time is when you are most likely to find your prospects and customers available to see you. In most cases this is between 8:00 AM and 5:30 PM. Use the prime time for sales activities as much as possible. Do the sales support activities outside of prime time.

Training Sales

When you have to be involved in the activities that support the sales process, think about what is typically the next priority in your job just below making sales. What you want to do is work backwards from the most productive activity to the least productive activity. You want to complete the most important non-sales activity first, then go to the 2nd most important activity, then the 3rd and so forth.

When looking at managing your territory, one key is to make sure you are spending your time with the people in your territory most likely to buy the most from you. Doing this effectively hinges on understanding how to manage "quick win" prospects vs. "big win" prospects.

A quick win prospect is an individual or company that if you were able to get in front of, you feel confident that you will make a quick sale. It may not be the biggest sale possible. However, it will be a sale that is completed in a relatively short period of time and contribute towards your quota. A big win prospect is one that will take some time to close. However, once you do close the sale, it will usually be a larger sale and generate a large commission for you because of the size of the deal.

Many sales people make the mistake of spending all of their time chasing the big deal. Other sales representatives spend all of their time locking up the quick wins and no time going after the big wins and never create the opportunity to close that big deal. You want to strike the right balance between the two. Look at your sales pipeline and see what is your mix of quick wins and big wins. Aim to have a steady stream of closed deals coming out of your pipeline.

Following these strategies and techniques for maximizing and managing your time and territory will help you achieve long term success in sales.

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