Time allotment for salespeople

Time managementWe all know that there isn’t enough time in the day to do everything, so take a lesson from all the time management gurus that are springing up and allocate your time wisely.

I suggest laying out your plan of attack for the week on Sunday evening – this is in the form of major goals, such as “Finish XYZ’s sales proposal” and “Make 15 cold calls”.

Then at the beginning of each day (before anyone else is at work), lay out your daily plan. I do this at 6:00 in the morning. These tasks should be as detailed as you need them to be. Some folks respond best to tasks laid out on a time line, so that you know from 9-10, you’ll be cold-calling; while others respond better to a short listing of tasks.

My personal style is to make a list of general tasks for the day and knock them out – except cold calling. It’s not my favorite activity so I have a specific day and time that I shut down and do nothing but prospect. And make sure to leave lots of slop in your schedule for all the things that crop up and demand your attention.

One more tip – write your sales proposals and quotations at night when your customers aren’t at work; use the daylight hours to sell. Writing a proposal is not selling.

Experiment and find out what works best for you.

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