August 24, 2010

Yesterday we discussed when most sales are closed and as a reminder, 70% of 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:

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

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