“Every day, my routine is well-structured. I handle face-to-face interactions in the morning, handling issues, showing new products or samples, and input orders and administrative work in the afternoon.” ~ Jim McJenkins
Jim Jenkins, DSR of the Month, shares his 42 years of experience in this episode of suggestions and examples of Time Management and Organization that help to reach daily goals and achieve overall sales goals for Foodservice Distributor Sales Representatives. a.k.a. DSRs.
Effective time management and organization are vital for a DSR’s success in foodservice distribution. Combining in-person visits with modern technology, maintaining detailed records, and treating both customers and colleagues with respect can elevate your sales performance and customer satisfaction. Remember, it’s all about balancing personal touch with efficiency to achieve the best results.
Organization and Time Management
DSR Dave: Let’s dive into the crucial aspects of organization and time management for foodservice distributor sales representatives. Managing your schedule effectively is key to maintaining strong customer relationships and achieving sales goals. Do you plan your day the night before? With your weekly routes potentially changing, how do you ensure you stay on top of everything?
Daily Routine and Customer Interaction
Jim: Every day, my routine is well-structured. For instance, Mondays through Fridays are dedicated to visiting the same set of customers, except for any new stops I might add. While I still take many orders in person, a significant portion now comes through text, email, or voicemail. Visiting customers allows me to address any issues, introduce new products, and offer samples. I start my day early, leaving home by 5:30 or 6:00 AM, working with customers until around 11:00 AM.
During lunchtime, from 11:00 AM to 12:00 PM, I avoid customers as they are usually busy. Instead, they send their orders via text or email, which allows me to process orders efficiently without interrupting their peak times.
Time Management Throughout the Day:
By 11:00 AM, I focus on phone orders and follow-ups until 5:00 PM. This division allows me to maximize face-to-face interactions during the morning and handle administrative tasks in the afternoon. Windshield time, or time spent driving between stops, is also utilized for phone calls and managing customer queries.
Utilizing Technology:
Technology plays a significant role in managing my workload. Although I visit customers personally, much of my order processing happens over the phone or online. I handle around 129 customers weekly, with orders coming in through various channels: phone calls, texts, emails, and voicemails. This blend of personal visits and technology helps maintain strong relationships and efficient order management.
Organizational Tools:
I use a combination of old-school and modern methods to stay organized. Each customer has a dedicated folder containing contact details and personal notes, such as anniversaries or staff names. This personal touch helps build stronger relationships. Despite being considered ‘old school’ by some colleagues, this method ensures that all necessary documents are organized and readily available, preventing any scatter of paperwork.
Added Value Service (AVS):
Providing AVS, like maintaining detailed customer folders, sets you apart. This system allows you to remember personal details and ensure no orders are missed, enhancing customer satisfaction. For example, I keep track of key dates and preferences for each customer, ensuring a personalized approach.
Modern vs. Traditional Methods:
While some reps prefer using advanced CRM systems, I find the physical folder method more effective for certain interactions. This tangible approach can make customers feel valued, as they see you taking notes and paying attention to their needs.
Respecting Colleagues Improves Sales:
DSR Dave: Early in my career, I learned a vital lesson about treating internal team members with respect. A credit issue with a major hospital customer, which I initially mishandled, taught me the importance of effective communication and collaboration with colleagues. This experience changed my approach, leading to better relationships with internal teams and significantly improving my sales performance.
Summary:
This episode dives into the secrets of success, focusing on how to master your time and stay organized. How to combine the best of both worlds: building relationships with in-person visits while leveraging modern technology. Plus, we’ll discuss the importance of keeping detailed records and treating everyone you work with, from clients to colleagues, with respect. The key takeaway? It’s all about striking the right balance between that personal touch and peak efficiency to keep your sales and business running smoothly and keep your customers happy. Listen & learn.
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