One of the more frequent suggestions we give sales professionals is to develop a weekly and monthly schedules.
The power of prioritizing how often, when, and where a sales person touches existing customers and new prospects is a major success factor for many reasons.
1. Optimization of precious time
2. Predictable call pattern
3. Ensuring timely follow up
4. Implementing a sales plan
5. Balancing administrative work with face to face selling time
6. Alignment with management expectations
Preparing a calendar each week and month is a discipline we find consistently applied by the very best sales professionals. They understand that when all is said and done using their time better than their competitors will drive more sales in the long run.
Each event on the schedule is coupled with a specific purpose vs. just dropping by or sending a meaningless email or voice mail. When you are planning and calendaring with purpose the results are the sales process moves along with a higher probability of closing more deals.
Copyright © 2014 Dave Neal
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