Time and Territory Management

By Dr. Eli Jones

Change Will Do You Good
Selling excellence begins with integrity and includes building and growing character. Pursuing excellence requires that people ask themselves where they want to be and then decide how to get there. To achieve excellence, one must become a master of both self and time management. For salespeople, excellence is about "being all that you can be" within the bounds of doing what is right by oneself, one's organization and one's customers.

Before salespeople can manage themselves and their time, they must first change some habits. A person's habits are an expression of the person's character, and they determine that person's effectiveness or ineffectiveness. Changing habits is difficult, but it can be accomplished with self-discipline and commitment.

Salespeople can advance to new levels of personal and interpersonal effectiveness by severing old habits and developing the seven habits of highly effective people: