Opportunity Management: The Key to Greater Sales Productivity

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Opportunity ManagementThe Key to Greater Sales
Productivity
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Learning Objectives

• Discuss the four dimensions of opportunity
  management
• List and describe time management strategies
• Explain factors that contribute to improved
  territory management
• Identify and discuss common elements of a records
  management system
• Discuss stress management practices

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Increasing Sales Volume

• A salesperson can increase sales volume in two
  major ways. One is to improve selling
  effectiveness, and the other is to spend more
  time in face-to-face selling situations.

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Opportunity Management

• A four-dimensional process involving
• Time management
• Territory management
• Records management
• Stress management

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Time Management

• Time-consuming activities
• On average, 60 percent of time spent on
  administrative duties and travel
• Log keeping shows where time is spent, identifies
  time wasters
• Time management
• Sound time management can lead to increased sales

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Discussion Questions

• What are the biggest time wasters in your life?
  Rank them in order from largest to smallest.
• What are strategies you can employ now to make
  better use of your time?

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Time Management Methods

• Develop personal goals
• Prepare daily to do lists
• Maintain planningcalendar
• Organize selling tools

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Goal-Setting Principles

• Reflect on areas where change is desired
• Develop written planwith steps
• Modify your environment
• Monitor behavior/reward progress

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TheTo-Do List
16.1
FIGURE
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Saving Time with Technology

• Conference calls
• Meetings in cyberspace (Web conference)
• Some customers prefer
  telephone/e-mail
  contact
• Cell phones/pagersas timesaving tools
• Electronic filetransfers

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Territory Management

• Step 1 Classify Customers
• Classify according to potential sales volume
• Track current dollar amount and potential dollars
• Realize a small amount of customers may provide a
  majority of sales volume

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Territory Management

• Step 2 Develop Route/Schedule Plan
• Map territory/use smaller zones if large
• Develop routing plan for a specific time frame
• Schedule around customer needs
• Establish tentative calls
• Use 80/20 rule

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80/20 Rule

• 80 percent of time spent calling on most
  productive customers
• 20 percent on
  prospectsand smalleraccounts

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Sales Call Plans

• Action plan initiated by sales manager
• Ensures efficient and effective account coverage
• Plan discussed with sales staff

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Sales Call Plan
16.3
FIGURE
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Records Management

• Some complain about paperwork time
• Accurate and timely records are important
• Facilitates closing salesand improves
  customerservice

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Common Record Types

• Customer and prospect files
• Call reports
• Expense records
• Sales records

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Application Computers

• Most firms provide sales staff with portable
  computing power and sales management software
• If necessary, use a database or spreadsheet
  program and create your own
• PCs and PDAs allow you to increase selling time
  and enhance customer service

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Stress

• Refers to two simultaneous events
• An external stimulus (a stressor)
• The physical and emotional responses to that
  stimulus
• Anxiety, fear, muscle tension, surgingheart rate
• Too much stress unhealthy if unchecked!

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Stress Management

• Develop stress-free work environment
• Maintain optimistic outlook
• Practice healthy emotional expression
• Maintain healthy lifestyle

More on stress management bymindtools.com
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Four Stress Moderators

• Autonomy
• Connectedness
• Perspective
• Tone
• See Selling in Action

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Discussion Question

• List several things in your life that are causing
  you stress.
• What can you do to reduce the stress caused by
  each of those things?