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Territory Management
The Smarter Than Average Guy’s Guide To Individual Goal Achievement.
Territory Management
Plan
Territory Management
Be prepared to show your plan.
Territory Management
To develop a long term successful strategy, we must ensure we are doing things right (being efficient), while also doing the right things (being effective).
Territory Management
It’s important to find common ground between the sponsor’s needs, and the your organizations needs.
Territory Management
Every Plan Should include:Goal
Booked
Units of Cushion
Territory Management
Fill your month with A’s
Territory Management
Add “B” groups as necessary to insure the territory can achieve goal.
Develop a strategy to maximize the effectiveness of these groups.
Territory Management
Try to identify a few contingency groups. Recruit groups that can run on short notice if one of your sponsors falls off the calendar
Territory Management
To be successful in the long term
you need to plan for each and
every blood drive.
Territory Management
Set clear timelines for the months kick-off.
Work ahead to allow for set-backs.
Territory Management
Every drive, no matter how experienced the chair, or how many drives they run per year, can benefit from a well-prepared planning meeting.
Use the past production efficiency factors to help determine the focus of the meeting.
Territory Management
Keep yourself in the driver’s seat.
Review efficiency factors before the meeting and be prepared to offer strategies that will help them make their drive run smoother.
Territory Management
Stress the importance of consistency.Clearly communicate that reaching sign-up goal is the most effective way of achieving goal.Challenge any passive recruitment plans.Don’t allow statements like “we get lots of walk-ins” to go unchallenged
Territory Management .
Never close a planning meeting without trying to schedule a recruitment meeting.
Territory Management .
It can be a full blown meeting with all the recruiters or something as simple as a brown bag session to motivate employees.
Recruitment Meeting
Prior to meeting: Who is in the audience ? (Honor Society,
church members, Safety Committee) How much time can I have? Observe before you speak. What do you see
or hear that might help you relate to this group?
How will the layout of the room effect your presentation?
Recruitment Meeting
The recruitment meeting is the best opportunity for the consultant to influence the drive’s success. Territory representatives need to learn and use effective communication and presentation skills to make the most of these opportunities.
Recruitment Meeting
Every meeting should open with a motivational recipient story, a video, or a DVD.
We have a compelling story to tell. It’s a good attention grabber and an effective way to remind people why we’re here.
Territory Management .
Recruitment Meeting Recipient story / video Hospital and patient needs Annual and daily regional collection goals and the
part they play in meeting those goals Component therapy Testing and distribution Community responsibility Donor process History vs. potential Sign-up goal Walk-away goal
Components of the Meeting
Recruiting donors: Who to ask (make sure all eligible donors are invited) How to ask (use open-ended questions that give recruiters the
opportunity to educate) Donor eligibility (who can and cannot donate) First-time donors, the blood buddy plan Clear message to donors about commitment to donate Type O focus Donor preparation (hydrate, eat a healthy meal) Importance of making and keeping appointments, show-up on time When sign-ups are due Contingency planning in case we have trouble meeting sign-up goal Thank you and close
Territory Management .
Start date for recruitment Communication plan (numbers for
master scheduler, e-mail address and how often they can expect to hear
from you) Due date for reaching sign-up goal.
Territory Management .
Work your plan Know how you are doing day to day Include your blood drive chairs in the
communication process. Communicate success or progress to
your groups.
Territory Management .
Celebrate !