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Personal, Time, and Territory Management
Learning Objectives: Discover how to develop an effective time management
attitude. Recognize the need for organizing your activities and
environment as a means of controlling your time. Develop a procedure for getting organized. Establish an effective organizing system for all activities. Learn how contact management and mapping programs
increase productivity. Examine the need and the process for managing travel
time in your sales territory.
Chapter 15
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• The first question to ask: “What is the best use of my time right now?”
- Alan Lakein• Time cannot be managed - Only your activities
can be managed• Personal Organization and Self-Management
involve:– Self-management or self-discipline– Planning and organizing– Automation systems and techniques
Attitudes Toward Time
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– How will you spend your time?– How will you invest your time?– How much to business, service, family, leisure?– How much for yourself?
• We have the ability, but what about the desire?• Lack of organization contributes to failure• Organization must become a habit
Attitudes Toward Time
86,400 seconds per day to use!
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Quotable Quotes
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“Dost thou love life? Then do not squander time, for that’s the stuff life
is made of.”
“Dost thou love life? Then do not squander time, for that’s the stuff life
is made of.”- Benjamin Franklin
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• Mental preparation - takes lots of practice
• Some suggestions:
– List activities that you want to complete this week
– Keep a detailed record of what you do with your time
– Audit yourself at the end of each day and week
– List five habits that are your biggest obstacles. Write out a plan to correct them
Developing A Time Management Attitude
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• Remove the clutter - even neat piles must go• Clutter in sight is a mental burden• Collect the clutter from everyplace and get it
in one location• Sort the clutter– Time critical– Someday– Trash
Procedure for Getting Organized
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• Deal with priorities– 31-day folder system– Computerized reminders
• Set up working categories for the rest (someday material)– Reading – Projects - separate folder for each project
Procedure for Getting Organized
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• The Master Calendar– A pocket calendar using 1-31 files kept on your smartphone or office
computer
• Daily to-do List– This forces you to attach time to each task– Type or write down tasks– Rank them in order of priority– Attack them in order
• The Integrated System– Forget about incompletions until they surface in your system– Start a fresh to-do list every day
An Organizing System
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• Identifying Priorities– The Pareto principle: the 80/20 rule– ‘A’ Priorities - pressing and related to your goals– ‘B’ Priorities - something that can be done
anytime within a day, week, month– ‘C’ Priorities - Nice to do someday
• Time Goals– Parkinson’s law - work expands to fill the time
allowed for its completion– Record time next to each item
Procedure for Getting Organized
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• Place a time limit on meetings• Set deadlines and beat them• Take advantage of your peak time• Don’t overload on overtime• Do some delegating• It’s okay to say no (no monkeys
on your back)• Put it in writing (use a PDA)
Maintaining a Positive Attitude Towards Time
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• Determine how much time and energy each account receives– ‘A’ - High volume, repeat customers– ‘B’ - Moderate sales volume, but reliable
customers– ‘C’ - Lower volume accounts– ‘D’ - Accounts that presently cost you more time
and energy to service than you receive in sales and profits
Managing Travel Time in the Sales Territory
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• Computer software that displays numeric data on maps• Download a trip-planning app to your iPad™ or iPhone™
• Features of most mapping programs– Color maps fully annotated– Zooming capability– Routing information– Hotel, restaurant, and car rental data– Toll free numbers and URL’s– Expense Tracking– Custom Printouts
Computer Mapping Systems
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• The system uses satellites to locate the position of anything with a GPS receiver, like a car.
• You always know where you are even in a bad storm or heavy fog
• GPS should be standard equipment in your car• Lock your keys in your car, no problem; use
your cell phone to call a toll-free number and the satellite system will beam down a signal that will unlock your car door.
Global Positioning System (GPS)
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• Cloverleaf– Starting and ending points are the same– Each leaf represents a cluster of customers
• Hopscotch– Begin at the most distant point from home base and then
make calls on clients on the way home• Circular and Straight Line Patterns– Divide your territory into several segments and schedule
appointments by segment– Heuristics Patterns– The largest angle heuristic and the closest next heuristic
Territory Routing Patterns