Bracket your selling days

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Here’s an idea to help you follow through on the subject of our last post—getting out of your home office.

Do everything you can to set 10 appointments each week for 7:30 a.m. and 5:00 p.m. every day. First of all, you’ll be surprised at the people who will do it. Secondly, following this pattern ensures you’ll get out of the office early (and avoid Morning Sales Rep Hangover) and you’ll stay out until later in the day (avoiding Afternoon Sales Rep Golf Outing).

Just very recently a sales rep walked me through his day:

• 8:00 - Get to office
• 8:15 - Work on proposals
• 9:00 - Leave for 10:00 appointment
• 10:00 - Appointment
• 11:00 - Drop-in on yesterday’s prospect
• 12:00 - Lunch
• 1:00 - Cold calls (through the rest of the day)

You don’t need me to say that’s a weak schedule and a wasted day. And if he were to keep this routine every day, he’s losing 20% productivity before 10:00 a.m. alone. The first two hours of the day are not the time to work on proposals. Period.