Friday, July 20, 2012

We have mentioned in this column that studies show 70% of most sales are closed between 7a-1p.

So I encourage you to set a new schedule for your sellers.

It starts with being organized. Their day, in fact, most of their week should be planned out well in advance. If your sellers come in and start their day with setting appointments for that day, you've got a lot more work to do.

Suggested schedule:

7:30 (Yes, 7:30) Paperwork, e-mails, calls
8:30 On the street, heading to or already at their first call
4:00 Back in office for phone calls, paperwork, follow-up
5:00 Write proposals, prospect, review, plan
Evening: Education and self-improvement.

Give it a shot. It's a better schedule.