Friday 12th July, 2024
What is Journey Planning? Most salespeople will be required to get out from behind a desk and go and meet clients. This is where the issues begin. For example, where do they go? Who do they see? Furthermore, how do they get there? What else do they do whilst they are in the area?
These are just some of the questions that face any new salesperson at this transition point. Similarly, how can we best assist these newbies and get the best ROI?
One way is to tell ancient war stories of how we were just given a set of keys, a map and change for the phone box and sent on our merry way with the motivational instruction of “you either figure out how to do it or………”.
Perhaps a better way would be to teach the value of a journey plan.
Journey Planning – the basics
A basic journey plan will divide an area of responsibility into smaller areas. Specify an amount of time per month to each area, solving the “where to go” question. For example, Area A has 25% of the customers, therefore 25% of time is required to effectively manage these customers. Furthermore Area B only has 10% of the total customers, therefore, only 10% of time is required to effectively manage these customers. But what if Area B equates to 50% of the area’s turnover…….. It is not always clear which is the correct use of time.
Taking the next journey plan step, can assist in making sure the right type of customers is seen and the full product offering is discussed. Existing clients, potential clients and clients by type will all require different focus and therefore time.
Conclusions
Ultimately having a journey plan that will map and report in % terms will show where and what to concentrate on next. This information will not only give new salespeople the ability to self-manage but also build confidence that they are on the right track and ultimately make sure they have the best chance to achieve their budget.
If you need any assistance learning how to journey plan or better manage your time or would like to know more, please reach out to us at info@fbsconsulting.com.au or phone 0468 794 040. Also, if you enjoyed this blog there is more to be found at our Latest Blog Pages.