Sales Management

Territory ManagementTopic 12

Time Management• Face Time is Valuable• Prime Selling Time• Prioritizing Accounts• Increasing Selling Time• Manager Can Help• Manager Can Hurt

Cost Per Call• Concept• Note Example• Break-Even Sales Volume• Different Calculation• Limited Usefulness

Single Factor Model• A-B-C• Accounts Not Equal• Dean Smith Sports Ex.

Other Call Allocation Methods• Portfolio Models• Decision Models• Prospecting Model

Coaching Time Management

Dropping Small Accounts• All Accounts Equal?• Minimum Size• Account for Potential?• Note Examples

Contribution Per Call• Better than 1 Factor• Many Limiting Assumptions• Again, good starting point• Long Note/Excel Example

Account Size = Profitable?• No!• Profit vs Profit Opportunity• Product Line & Unit Profits• Price Concession Killer