Time and Territory Management
The right person, at the right time, at the right frequency.
Programme overview.
Building an efficient visit route in field sales, call list in inside sales and agenda for the manager. Participants analyse their own territory / portfolio and move to a weekly plan.
Why this training?
In field sales 60% of time goes to travel and 20% to admin, leaving only 20% with customers. Spending that 20% on the right customers at the right frequency is a salesperson's most critical management decision. This programme turns routing, segmentation and calendar blocks into discipline.
The backbone of the programme.
Eisenhower Matrix
Sorting daily tasks by important / urgent. Most selling time disappears into 'urgent but unimportant' email; the real difference lies in 'important but not urgent' portfolio development.
Visit Frequency Rule
A customers every 4-6 weeks, B every 8-12 weeks, C once or twice a year. Frequency is set by potential, not by current revenue.
Geographic Route Optimisation
Visits in the same area planned on the same day. Cluster logic: the weekly calendar is blocked by city / region, with 4-6 visits a day instead of one.
Time Blocking
Fixed weekly blocks for prospecting, visits, proposal work and admin. An empty calendar fills with other people's meetings; a blocked one keeps the salesperson in control.
Field example.
A Swiss construction chemicals seller averaged 12 visits a week, half of them with C customers. We re-segmented the portfolio using ABC and split the week into 3 fixed regional blocks; three months later weekly visits reached 18, A-customer contact rate tripled and field revenue rose 27%.
By the end of the training, the participant will:
- 01Manages time using the important / urgent matrix
- 02Classifies the portfolio with ABC
- 03Produces a weekly visit / call plan
- 04Drops unproductive activities
Programme flow.
- Time management fundamentals
- Portfolio analysis (ABC / potential)
- Territory planning and routing
- Weekly plan workshop
- Optimising meetings, travel and admin
- Personal discipline system
Minimum 2 days
Turkish / French / German
Personal planning workshop, Portfolio analysis, Templates
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01Your completed personal ABC portfolio table
- 02Geographically split weekly visit calendar
- 03Time block template (Outlook / Google Cal compatible)
- 04Monthly activity-to-result tracking form
Target participants.
- Field sales representatives
- Regional managers
- Inside sales teams
- Sales managers
Preparation.
- Owning your own portfolio / territory
- Bringing your customer list (Excel / CRM export)
Time and Territory Management — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.