BASICS OF SALES

Planning your call sequence is not only a good sales practice but a logical way to work your territory. Not enough time in the day to accomplish what needs to be done? Need to make that one additional call that might put you over the top and beat that quota. Are you tired at days end because you covered one end of your area to the other but you don't feel like you accomplished much. Planning your call sequence is the logical way to remedy all of this.

It is smart and important to plan your calls in the proper sequence. Granted sometimes customers' have to be called on at certain times and on certain days. If this is the case then you must adhere to this. There is no getting around it. It is the rest of the time when this is not the case that you must handle your sales call sequence correctly. Start out by calling on your furthest customer and then working your way back. When you are finished you are near your starting point and the time you saved can be used for more advantageous pursuits at home like writing proposals, going over records, preparing presentations, etc.

Preparing a sequence of calls will enable you to see as many customers as possible in the least amount of time.
Doing this will also leave you time to call on new customers that have just moved in to your area, or new new businesses that were started.
You should also try to find new customers to replace customers you lost or that have left your area.
Your sequence of calls can be upset by vacations, construction, holidays, and other unforeseen problems over which you have no control. By adhering to a prearranged sequence of calls you have allowed yourself the time to do this.

Make sure you handle your sequence of calls so that you also have time to handle special developments that come up, like informing customers of price changes, changes in delivery, product changes. There is always a multitude of unexpected things that can come up in a salesperson's day. That is why salespeople always have to be flexible.
Having time to handle unforeseen developments is a must. Planning your sequence of calls gives you the extra time to do this.

Thank you
Joe D'Ambra
www.basicsofsales.com
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