There are specific industries in which the need is inherent, but outside those specific few, prospecting is merely guess work. Because of the uniqueness of the industry, there exists a great potential for wasting time. That, coupled with the fact that in most instances sales is only one of numerous duties performed by certain individuals, having a detailed routine and sticking to it is essential. The sales person must create an environment conducive to selling. If it is not possible to retreat to an office, or to an area of isolation, make everyone aware of the selling schedule.
Sales is the first of many steps on the road to success.
Everyone in the organization should have an appreciation of the importance of adding new customers. Many companies are forced to sell just to replace lost revenues. You must set sales goals to allow for incremental growth based on past performance. There is a fine line to be walked in regards to bringing on new business without affecting the level of service expected by your present customer base. To keep things moving forward, remember to plan ahead and stay focused.