Best Practices for Sales People #6: Plans every sales call

Best Practices for Sales People #6: Plans every sales call

It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning.  I suppose that is why this is one of the practices of the best. Most surveys of how field sales people really spend their time conclude...

Q. Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night?

         Answer:  This is really a time management issue.  I have a hard time imagining why you would need to receive seven or eight calls every night from customers.  I think the issue lies in your view of what the job of the sales person really is, and what strategy...