How to manage travel efficiently

The travel patterns below make common sense, but are dependent on each sales rep, the size and shape of the territory, and how he or she has segmented the territory. In most territories, it may be a good idea to use a variety of the methods, and even change after time, as specific markets are worked and you focus on new potential areas.

How To Segment Your Territory

#3. Discipline yourself to compartmentalize your activity.

The overall plan requires that you work one area on a specific day, shooting for telephone appointments in that area, and then filling in the schedule with face-to-face energy calls (prospecting).

You need discipline to initiate and to follow this methodology. To make this system work, and enable it to make more sales time for you, you have to work the plan.

If a “hot” telephone prospect indicates that he can only see you on Tuesday when you lack proximity, you must discipline yourself to “sell” the appointment on a day when it is mutually convenient.