For Consistent Sales Results, You Have to Plan Your Work and Work Your Plan!

It’s only mid January and the statistics show the vast majority of us have already given up on our New Year’s resolutions.  Why is this the case? It’s not that we don’t have good intentions, it that we don’t have a plan to achieve them.

To help you stay on track this year, you first need to take the time to set your own goals and create a plan of action to achieve them.  What is your desired lifestyle?  How much income must you earn to fund that lifestyle? What sales activities must you complete every day to earn that income?  Answer these questions and you are well on your way to getting where you want to go!

Next, you have to committ the resources you need to achieve your goals. For most of us that means scheduling our time properly so that we focus on what is truly important. The key to your schedule is to concentrate on the upcoming week, not the week past. You want to focus on what is to be done, not what has already happened and cannot be changed.

The first thing to enter into your calendar are your booked appointments; including meetings with customers, sales meetings and personal appointments.  Next, schedule time for your office duties.  This should be in non-peak selling hours like first thing in the morning of after 4 pm in the afternoon.  Preparing quotes, answering emails, and completing sales paperwork should be completed in this scheduled time, but only in this scheduled time and not in prime selling hours.

Time should also be booked for your prospecting activities.  You should schedule at least an hour each day, and preferably at the same time each day so you can develop a routine.  Treat prospecting like a scheduled appointment, just as you would a meeting with a prospect. You wouldn’t consider canceling a customer call; therefore you shouldn’t cancel on yourself and your future sales success by failing to complete your prospecting activities.

When you prospect this week, you should look to fill the holes in next week’s calendar.  New meetings should be booked in the same geographical locations as the existing ones to minimize unproductive travel time.

Proper planning this way will allow you fit more into your sales day.  It will also free up some personal time as well.  Remember that work out routine you resolved to make happen this year but you never seem to have time for?  Schedule it!

Remember, plan your work and then work your plan.

To help get you started on identifying your goals, download our GOAL SETTING & ACTION PLANNING TOOL from the B2B Sales Connections Free Download Centre.  For detailed instructions on creating a plan of action on how to achieve them, check out my book Action Plan For Sales Success.  It includes specific techniques and tools that you can use to impact your sales immediately.

Remember as Yogi Berra once said, “If you don’t know where you are going, you’ll end up someplace else.” More motivational quotes here.

Happy Holidays, and I look forward to you achieving your sales potential in the New Year.

Aim Higher!

Susan A. Enns, The B2B Sales Coach B2B Sales Connections,, or

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