What are the most effective ways to train your team members on time and territory management?

Improving time management in your team is not an overnight process. It comes with incremental change and requires you to turn advice into new habits. Similarly, territory management training should be an ongoing process, with regular updates and refreshers to ensure that everyone on the team is on the same page. These strategies can help your team members manage their time and territories more effectively, leading to increased productivity and efficiency.

Estabelecer objetivos específicos, mensuráveis, alcan?áveis, relevantes e limitados no tempo é fundamental para direcionar as a??es da equipe de forma eficaz, proporcionando clareza sobre o que precisa ser feito, como será feito e em que prazo.

Best practices toward improving time management and territory management are as follows: 1. Logging your activity. (Make sure you prepared for your meetings and revisited what was discussed at the last meeting) This will allow you to pick up the conversation where you left off. 2. Stay present (Many sales professionals are distracted worried about the next appointment, or the email recently received) 3. Go to each appointment with the goal of completing up to three actions. (Actions completed defines a successful appointment - Actions pending means there is more work to be done) This simple approach allows you to accelerate your business meetings effectively showing progress resulting in better time management.

Sales territory management should not be a siloed activity. Encourage collaboration and knowledge sharing among your sales team members. Regular team meetings, training sessions, and brainstorming activities can facilitate the exchange of best practices and enhance overall sales performance. A collaborative environment fosters innovation and empowers your team to collectively overcome challenges.

Time is a limited resource. If you want to help your team utilize time more efficiently and effectively, it helps to review their calendar with them. Look at the past week, day by day. Focus on was accomplished rather than what they did. We all make ourselves "busy" to fill the day. That does not mean we accomplished anything. Ask them to be honest with themselves on how they have invested their time. Then, look at the coming week. What will they accomplish based on what they have scheduled? You will find that this exercise can bring to light a great appreciation for how to "invest" time rather than spend "time" for improved results.

Every plan/process has to have an objective, and these need to be achievable. For territory and time management training they may be geared towards increasing number of scheduled meetings in a week through higher customer touches. Targeted email campaigns and other marketing tools may be used to get this done. The SMART guidelines for setting goals is essential for relevance and efficiency. Remember the SWOT analysis dictate the SMART goals.

Once goals have been established, the focus should be on analyzing where to focus your time. Where are your best growth opportunities? Which current customers can provide additional revenue growth and what prospective customers can provide the needed revenue growth? Then, geographical analysis can be done. The physical location of your best prospective growth opportunities will determine where you should focus your efforts. Good time and territory management is not just "increasing the number of calls/day." It is about increasing sales calls with the right customers and the right potential customers each day. Strong opportunity analysis and effective qualification skills are required to perform at your best.

A major player here is ACHIEVABLE. Make sure you aren't setting your teams up to fail by enforcing goals that they cannot accomplish.

To train your team members on time and territory management is to set SMART goals that are specific, measurable, achievable, relevant, and time-bound. SMART goals help your team members focus on what they need to do, how they will do it, and when they will do it. For example, a SMART goal for time and territory management could be: "Increase the number of sales calls per day by 10% in the next quarter by using a route optimization app and pre-qualifying leads with email campaigns."

SMART goals are Specific, Measurable, Achievable, Relevant, and Time-bound. When setting these goals, ensure they are clear and well-defined, measurable in terms of progress, realistically attainable, relevant to your aspirations, and have a specific timeline for completion. This framework helps in creating focused objectives that increase the likelihood of successful outcomes

I think something that gets overlooked is the power of inquiry. It’s easy to spit out feedback at someone and come off as bossy, I prefer starting the conversation with inquiry. “How do you think you’re performing?” “What do you think you do well? What do you think needs to improve?” This gives the person some feeling of control or say in the conversation, and allows you to provide better feedback knowing where their mindset currently is at.

Coaching and feedback are crucial for growth. When providing feedback, be specific, focus on behavior or actions, offer both positive and constructive points, and ensure it's timely. Coaching involves guiding someone through challenges, supporting skill development, and setting action plans. It's important to create a safe environment for open communication and to actively listen to their perspectives.

Simple. If your team members are exceeding or failing this is the best way to reach a territory manager. Coach them and let them know what they are doing right or wrong. If they are driven they will know what to take from your coaching. If they do not pick up "what you are throwing down" maybe they are not the best fit for your team. Remember that micro managing a territory rep is not productive. If that is what they require, then they are not the right fit for you and your team.

The next phase would be to provide feedback based on the results/reports gained after a period of time. An objective feedback process would be discussing data gained from the implemented plans and how each team member responded to the activities. Being a subjective exercise aimed at improving performance, coaching should be centered around motivating to improve skills, identify growth opportunities and have a plan for further developing strengths that lead to leadership. The last part is often overlooked as not all leaders celebrate potential which is essential for workforce development and innovation.

Perfeito! O caminho é sempre a comunica??o clara, objetiva e eficiente! Através de treinamentos e coaching e feedback e é muito importante descobrir como cada um entende e atingir objetivo! Muitos líderes acham que “pega por osmose “ sem comunicar claramente o que está bom e o que n?o está, qual a cultura da empresa , padr?o e o que espera da equipe

I have found setting clear expectations and examples of best practices to be extremely helpful for myself whether I am new to a role or have been in the role for a while. When I can get clear instructions, expectations, and examples of how to best perform I’m able to use that as a guide to put out my best work, and create my own unique spin on those practices. That allows me to fully understand how to best perform in my role and I can tailor it to my own unique style for the role and give myself the best chance at success.

Recognizing and rewarding sales successes is crucial for motivation. Utilize personalized incentives, like extra days off or professional development, and ensure leaders actively show appreciation. Consider public acknowledgment in internal newsletters or on social media for both individual and team achievements.

Reconhecer e recompensar os sucessos em nossa for?a de vendas é fundamental para motivá-los. Uma estratégia eficaz é oferecer incentivos personalizados e significativos. Por exemplo, as recompensas podem incluir dias adicionais de folga, oportunidades de desenvolvimento profissional ou qualquer coisa que seja valorizada pelo vendedor. O que muitas vezes fica de fora é o reconhecimento por parte dos líderes, que precisam mostrar o quanto sua gest?o foi valiosa. O reconhecimento público, como men??es em boletins internos ou nas mídias sociais da empresa, também deve ser considerado para destacar conquistas individuais ou em equipe, celebrando grandes e pequenos sucessos.

Todo treinamento tem que ser colocado em prática, e acompanhado para trazer um resultado, através da prática executadas no dia a dia. Assim aproveitamento do processo e seu progressos

Focus, structure and dedication are the keywords. Organise your day and week as sufficient as possible. Don't go all over the place. Schedule when you do your reach outs, when you answer your emails and when you create your proposals. Success will follow!

As melhores oportunidades para os melhores, sim, reconhe?a as pessoas que se destacam e incentive-as a compartilharem como elas chegam nos seus resultados com os colegas. Os incentivos financeiros podem ser um grande atrativo, mas há outros que causam mais impacto e deixam as pessoas marcadas como viagens, final de semana em hotel com a família, passeio de aeronave e muitos outros incentivos.

It is very pertinent to reward achievements and recognise improvements too. This goes a long way in encouraging others to want to be recognised as well and celebrated too, bringing out the best out of everyone.

Positive feedback is extremely important to most people. Not everyone needs awards etc. but it’s important to always celebrate every small victory. So often we focus on areas of improvement, but overlook positive improvements or accomplishments because they are expected. Don’t overlook those, celebrate them.

Sales is a competitive environment. Sales professionals love to know their results are seen and recognized. The thrill of being #1 is almost as powerful a motivator as monetary rewards... almost... Recognition should be proportional to the accomplishment. A significant win that is announced by the VP of Sales, or even the CEO is highly motivating to all who are working so hard to make those results happen. An encouraging email or phone call is meaningful as well. Find what helps each team member perform at their best.

Recognizing and rewarding employees creates a positive work culture and boosts morale. This recognition serves as motivation, encouraging continued dedication and excellence. Employees feel valued, enhancing their job satisfaction and loyalty to the organization. Recognition creates a sense of accomplishment, reinforcing positive behaviors and performance. Recognized employees are likely to be more engaged, leading to increased productivity and a collaborative work environment. Ultimately, recognizing and rewarding employees is an investment in both individual and collective success, creating a positive feedback loop that benefits both employees and the organization as a whole.

Continual improvement of training programs for employees is essential for staying relevant in a dynamic work landscape. It ensures that skills align with evolving industry trends, enhancing employees' adaptability. Up-to-date training fosters innovation, boosts morale, and increases job satisfaction. Improved programs contribute to employee growth, positively impacting productivity and overall organizational success. Regular updates also demonstrate a commitment to employee development, aiding in talent retention and attracting top talent.

Sales team training is crucial for success, emphasizing the effective management of a sales methodology through regular, practical sessions, including one-on-one or group formats, role-playing, and utilizing tools like online courses. Offer timely and constructive feedback to enhance skills, emphasizing appropriate handling of sales closures for each customer, with an understanding that commercial training is a medium-term process.

Esse ponto e crucial para time de alto desempenho, equipes que entregam muito s?o formada por pessoas de alta capacidade e esfor?o acredito que seja uma qualidade de muitas pessoas preocupados em mudar o mundo!

Nunca parar de buscar conhecimento é crucial para n?o ficar para trás! Quanto mais conhecimento, mais oportunidades! A experiencia muda tudo!

Nesse tema é importante ter uma reuni?o semanal para discutir os acontecimentos da semana e o planejamento para a próxima semana. Eu sempre gostei de realizar na segunda-feira. Nela nós comparamos o que foi planejado com o que foi executado. O que dá certo nós evidenciamos, e o que dá errado nós corrigimos. O que n?o funciona é deixar para fazer as corre??es na última semana do mês. Vira aquele desespero...

Prioritization of duties is an important key to achieving the outcome you want. Ask yourself if what you are doing or what you should be doing will move the needle toward your goal(s) and/or your company's goal(s)....

Conduct workshops that include practical exercises, goal-setting techniques, personalized planning tools, and regular performance reviews to train team members effectively on time and territory management.

n my experience, the best ways to help our team with time and territory management are pretty straightforward. First things first, let's talk about it openly—make sure everyone gets why it's essential to rock efficient time and territory skills. Equip your team with handy tools and resources to make planning a breeze. And you know what's awesome? Creating a vibe where everyone can swap tips and tricks. Throw in some fun training sessions and workshops, and keep those check-ins regular for that extra boost. Here's the secret sauce: Keep the support flowing and share feedback often. Consistency is our pal for helping the team shine in time and territory management!

Someway to get started is to learn and understand the Customer business from: HR to Finance and from receiving to shipping that is the only way to add valué to the clients needs. The sales representative has to be an extension of the clients workforce. This can take years but with practice it becomes easier and easier

Establecer prioridades considerando objetivos y tiempo para lograrlos, usar herramientas digitales para ubicar prospectos en el territorio asignado y llevar una agenda diaria compartida con la persona que va a hacernos de coach puede ser muy útil para recibir consejos prácticos sobre esto.