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Plan Your Week the Right Way!

Time is your biggest enemy.  Planning your weeks and months correctly will have a dramatic impact on your results.  It will probably be the difference between winning and losing!

1. Start with the big picture.  Study your territory as it stands today. 

2. Remember the 80/20 rule.  80% of your business will come from 20% of your clients.  Those are your 'A' clients. 

3. Build around them.  Figure out where the decision maker is physically located and determine how often you need to see them to get the max out of them in sales. 

   • You can NOT see them without something to say to them - thats important to them.  Anything besides that will be seen as wasting their time.  That is the last thing you want to happen as it will eventually result in never getting to see them.  People don't warm up to sales people who waste their time.

4. Hopefully you reside in the middle of your territory.  Try to work each day in one direction.  Make your appointments over the phone, explaining why you need to see them starting with the companies with the most potential and working down to those that don't have a lot of potential.

5. Make sure you plan time in the office to make all of this planning work.  Many see Mondays as the best day.  I tended to use Friday's.  I liked Friday mornings for setting my schedule for a couple of reasons.  Clients contacted were typically weary of the events of the last week and can't see far enough into the future to give you a reason why you can't meet.  They are also more likely to be in the office after a long week.

   • If you are working around a Monday holiday you might want to back your scheduling up to Thursday afternoon from the road.  Many of your clients will take a long weekend by taking Friday off.  If you have your information with you.  Make some phone calls while working in the field on Thursday.

   • The real moral here is look ahead!  Don't drift from one call to the next.

6. After you have been in the territory for a few weeks, begin to critique your planning.  Figure out what worked and what didn't and make adjustments.  Do more of what worked and less of what didn't.

   • The process of handling your territory will become easier to accomplish and easier to plan.  Don't let things in the middle of the week rob you of time in the territory.

Be intentional in everything that you do!!