Either you planned too many activities in the first place or there was a distraction that took you off your schedule. Many distractions are unplanned and out of our control, that is a part of life.
Today's thoughts focus on what is in our control. Planning for more than what your personal capacity allows will inevitably lead to someone being disappointed. Hopefully it will not be your prospect or customer.
Whether you are able to allocate all your time to sales, or have the responsibility of running an entire company, the business will benefit significantly from a well managed sales process. The benefits include shorter sales cycles, faster receipt of payments and happier customers.
- Have detailed account plans for all key accounts
- Plan your daily schedule to minimize excess travelling time
- Allow enough time between appointments to complete sales reports, check voice mail, make return calls and travel to your next meeting
- Keep meetings on time
- Allocate entire days for sales activities, avoid mixing activities to stay focused
- Each call should lead to the next. Make sure to have a plan of action for the next call. Don't leave the customer without setting up the next meeting
- Prepare for your calls in advance - make sure you are ready
- Set aside time each week to review your sales activities, measure your results against expectations and confirm your activity plan the for the next week
- Avoid "reflex" reactions to customer requests - stick with your plan. Most of the time it can wait for a day or two
Richard
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