Monday Marketing Must Do #18
Monday 8am - Read This Newsletter
Monday 8:15 - Plan 40 Calls
Productivity.
It's important in every facet of business, including sales. It's time to tune up your sales productivity. Here's what I want you to do:
A productive sales rep should be able to make 40 sales calls per week (8 per day on average). So, what I want you to do this morning, before you step foot out of the office, is to plan your entire week of sales calls. Now, you should have been doing this if you're following along with our weekly instructions.....or at very least, you are planning your Top20 account calls. Today I want you to go further. I want your calendar full for the week with planned sales calls. If you already have some calls or events planned, that's great...work around those. when you finish this exercise you should have the entire week blocked out and know exactly where you are going, and what you are doing.
Ready.....Go.
Ok, done? The next thing I want you to do is in EVERY sales call this week, plan the next sales call (what you will present AND when you'll make the call) as soon as you leave. Plug it into your calendar and watch the next week and beyond fill up. Now you're on the leading edge. Now you won't waste time each day deciding where to go and what to do.
When you come to work next Monday, instead of a mostly blank calendar you will find one that has just a few openings in it. When you see that, you go to work putting in the most high priority accounts or sales calls into the openings. Now you're productive. Now you're a sales professional.
You might ask, "What if I'm putting in sales calls and not getting any results?". Fair question.....not only do you need to be productive with your time, you need to have a plan for each call. Join our 10 Week Accelerator Webinar program starting next Wednesday (March 28) and I'll teach you how to fill that calendar with quality sales calls that get results.
No more wasted time, no more drive by "visits", no more "catering calls"....just good solid, professional selling....the kind you were hired for.
Plan it, do it, win it.....
Good Selling!
Michael Giudicissi
