The other day I was attending a network event when a sales professional stated his business was way off, the phones just stopped ringing, and his commissions were drying up fast.

He inquired if I could help him?

I asked, “How much time did he spend prospecting each week?”

He said,  “Maybe an hour on Friday afternoons, my important work for the week has been completed.”

I explain he had his priorities misaligned and he needed to put prospecting had the head of list each week. I suggested he set in his Outlook calendar or Google calendar a block of specific time and day that is sacred with no interruptions. Do not answer incoming calls, respond to emails, answer your door – just hunker down and prospect.

In today’s market place sales professionals must spend 20 – 50% of their waking hours filling their pipe line with new leads that turn into appointments and eventually become full fledge prospects and ultimately result in a sale.

There is no easy way around it!

If...