Zoning Advice PDF

Planning: Utilizing “zones” + data to better target business  General thoughts - Each zone is an area that you can cover or almost cover in a business day. Larger cities will have multiple zones (based on traffic patterns, similar populations, other co...

Planning: Utilizing “zones” + data to better target business  General thoughts - Each zone is an area that you can cover or almost cover in a business day. Larger cities will have multiple zones (based on traffic patterns, similar populations, other common characteristics) - Goal is to minimize driving, and be as efficient with YOUR time as possible. The reps that do well ALWAYS plan their time efficiently. - Utilize a map routing tool like Salesforce Maps - Each month has ~ 21 business days on average. Split those up among your major markets. For example, if you have 6 zones, it might be split up this way: Zone 1= 7 days, Zone 2= 5 days, Zone 3=3 days, Zone 4= 2 days, Zone 5= 2 days, Zone 6= 1 day + a “flex” day for administrative tasks - Don’t be afraid to change your earlier assumptions- this is a fluid template, and its designed strictly for YOU  General thoughts (continued) - “Link” zones to maximize your time in the field during business hours. That means starting out in one zone, stay overnight and start in the next zone. - Create all day events that are labeled Zone 1,2,3, etc. in SF for each day. If you make them all-day events, then they’ll show up at the top of your SF calendar. - Use data, when available (TX example- see if there is something similar for PA, MD & VA) - Each account has different needs. Some require more “face time” while others are more self-sufficient. Your goal is to set up things in a way that enables you to not be present in an office for a while, and things run smoothly. This may influence how often you visit a particular zone.  How to be efficient in your territory by utilizing “zones” + data (continued) - Use publicly available data (examples include state generated WC annual reports that tell you where claims are filed) - Call your state’s WC department (usually called the DWC or BWC) and inquire about if additional data is available via a public records request - Other examples? Questions & Discussion