Image description


Managing Yourself

Overview
Time is money, and this module is designed to give you a structured approach which will help you to manage and organise your work activities. This module has frameworks giving you guidelines on how to make the best use of your time with advice on action planning, organising your sales calls and journeys. Guidelines are also given on how to assess and improve your time management, enabling you to have more productive "quality time" during your working day.


Introduction
As a salesperson you will be fully aware of the need to achieve your sales objectives. Achieving these objectives is fundamental to you and your organisation. If you do not achieve them you will not be generating sufficient sales revenue for your organisation and you will not be contributing satisfactorily to the future growth of your organisation.

Your sales objectives are derived from your organisations sales plan, which are in turn derived from its overall corporate objectives. Together with your sales manger/trainer you will set out and clearly define your own personal sales objectives e.g. to increase your new accounts by 15% over the next six months.

Simply stating your objectives is not however sufficient. In order to achieve these objectives you will need to:
1. Carry out research.
2. Make a number of decisions
3. Implement those decisions.

In other words you need to carry out planning. This can only occur if you manage yourself effectively. In this context, managing yourself refers to a number of key areas e.g. time management, managing yourself out in the field when you are selling, territory management, self appraisal and planning in general. Your principal objective in managing yourself is to achieve your sales objectives. This is where planning enters as a major factor and forms a key part of your workload. The role of planning is essential if you really wish to have any chance of achieving your sales objectives.



What is Planning?
Planning is what is required in order for you to achieve your sales objectives. It is concerned with forward thinking and looking ahead to the future, in order to decide how you will achieve them.

Planning does not just predict the future, planning sets out to influence it. It is a creative and positive activity, which is designed to influence the future to enable you to achieve your sales objectives.

The aspect of planning you are concerned with here is that of planning your own work. There are really two essential elements here:


1. Planning your selling activity i.e. developing a caseload.
This is essentially concerned with planning what you are going to do immediately on a day-to-day basis and over longer periods of time. The planning will be concerned with such matters as sales calls e.g. how many should you make, when should you make them, who should they be made on, which customers. Questions like these must be answered in order to achieve your sales objectives. You will also be concerned with territory management and action planning i.e. what action should I carry out, when and how? One key requirement within all this is the need for effective time management. Here you need to make the most effective use of your time when you are selling e.g. imagine the additional sales income that you could generate by making just one or two extra sales calls a day. You will also be concerned with planning in other respects e.g. administration. How much time do you wish to devote to documentation, paperwork and information processing? How much time to information gathering and market research?

2. Assessing your planning outcomes
Here you are concerned with checking and assessing whether your planning intentions are actually being achieved. To what extent are the objectives originally set being achieved, are any changes needed in how you are attempting to sell, what should these changes be and how can they be implemented?

You are in essence, judging your actual selling against what you had planned. The purpose of this is to check your own performance in order to identify any strengths and weaknesses. Strengths can then be maximised and weaknesses can be minimised. The overall effect will be to improve your selling ability.


Obviously you are part of a team e.g. you may be a member of a large sales team. In addition, you may receive much back up and support from your organisation and your sales manager/trainer. However much of your selling may involve working on your own. This is why it is crucial to be able to manage your selling via effective planning, checking and assessing.

By carrying out these two functions you are in effect managing yourself e.g. you set your objectives, you check on your ability to sell and you make the necessary changes to achieve your objectives



Download links

Please see below for the learning materials. To download them simply click on the unit you wish to download. You must have Adobe Reader installed to be able to view and read these documents however. Click here to be directed to their webpage where you can install the free software.


Overview - Managing Yourself
Time is money, and this module is designed to give you a structured approach which will help you to manage and organise your work activities. This module has frameworks giving you guidelines on how to make the best use of your time with advice on action planning, organising your sales calls and journeys. Guidelines are also given on how to assess and improve your time management, enabling you to have more productive "quality time" during your working day.
Unit 1: Planning your selling caseload
In this unit a framework is designed which helps you plan your selling caseload, ie your sales calls and your administrative duties. Guidelines are also given to help you create more productive "quality time" in your working day, with advice on time management, territory management and action planning. The unit will help you develop strong organisational skills.
Unit 2: Assessing your planning outcomes
In this unit a framework is designed which gives guidelines on how you can assess or appraise how successful your planning was, ie what were your selling outcomes, did you achieve what you planned to achieve? Advice is given on what action to take if your sales objectives are not fully achieved. The emphasis is on you as a self-appraiser, with assistance from people such as your sales manager or supervisor.