Sales preparation starts at the end of each shift. A professional needs to map out their day 15 minutes prior to leaving for the day. Tomorrow’s work needs to get filled in today. Write down all scheduled appointments for tomorrow. That will show what time you have available for marketing. Also, list all follow-up calls on your schedule.
You will be able to identify windows of time available for new appointments, or work to be accomplished. There should never be enough time in a day.
Typically, sales reps spend more time thinking about work than doing work. I have found by insisting on a worksheet to be completed the day before, it allows for more efficiency first thing in the morning.
Normally a poor sales rep has a routine, they throw their stuff in their cubicle, go get a cup of coffee, back to the office to chat and head to the bathroom, so every day the first half hour is stolen from the ability to be productive. Having a schedule mapped out in advance allows you to subliminally think about tomorrow, and will put you to work as soon as you come in the door. If you get that half hour back every day that you were losing, that’s 10.75 hours per month that you can use towards maximizing your income or simply helping others achieve their goals.
Chuck Hall is the executive director at Big Vanilla Athletic Clubs.
