Although the time demands made of salespeople are great, the rewards can be too. This makes it imperative for salespeople to master personal time planning and management to help ensure success. At the hub of your wheel is planning.
Planning is the most vital aspect of every salesperson's day.
Prospecting Prospecting, the first spoke, isn't the most enjoyable activity for most salespeople, and I'm not going to attempt to convert you to love the process. I will tell you, however, that without many prospects, you won't have many customers. Therefore, it's important to have a routine in place for prospecting, such as an hour set aside each morning during which you make 40 cold calls. This is precisely what I did when I began my sales career in life insurance. I even would call home every so often just to hear the sound of a friendly voice.