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Sales Reps - you are planning your day before diving in, right?

Do you follow a daily plan?

How about a weekly plan?

Your sales manager should be able to tell you how many conversations lead to meetings, to proposals and eventually to deals. And therefore you should be able to plan your time carefully so that you have enough activity to meet your targets.

Understanding the stages of the sales funnel and how specific activities lead to the next stage are important facts to help you plan a productive day. Emails, phone calls and meetings are the activities that help you move through the sales stages. Emails are quick, but not as effective as phone calls and meetings. Phone calls are more effective, but it is harder to get hold of people. Meetings are the most effective way to effectively communicate, but it takes a lot of your and your prospect's time and many prospects do not want to meet in person until later in the sales cycle.

Imagine that "Conversations/Solutions" in the funnel above denotes Pipeline and "Proposal" denotes Forecast categories.

A typical day could look like this:

830am - 1000am: Call all 49 Forecast opportunity contacts and see what is keeping them from signing.

1000am - noon: Make 40 phone calls to Pipeline Opportunity Contacts at the "Solution" stage

100pm - 300pm: Send 32 personalized emails to all Pipeline Opportunity Contacts you already had conversations with to schedule follow-up conversations. Include specific details on why your offering makes financial sense in their specific situation and what the next conversation will address.

300pm - 400pm: Deal with 15 unqualified Leads and move them to "Conversations" after you scheduled the conversation.

400pm - 500pm: Capture all the notes of your conversations in the CRM, and plan follow-up Tasks for each of the Pipeline and Forecast opportunities.

The only difference between this sample schedule and an actual schedule would be that your numbers of activities would of course be different.

Now, look at the total of the number of opportunities you have, consider the average sales cycle (which your sales manager has information on) and the closing rate to cycle through the sales stages and you will quickly see the value of planning your day, and that every email, phone call and meeting is extremely valuable to progress the sale.

In sales, it helps to focus on the right targets at the right time with the right activities.

In other words, it helps to plan your day.

There is just not enough time in a day to waste even a minute.


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