BASICS OF SALES

By planning the sequence of your daily calls you not only practice good sales acumen 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 or months end because you covered one end of your territory to the other and do not fell you used your time productively? Planning your call sequence is the logical way to remedy all of the above.

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 a factor that you must handle your sales call sequence correctly. Start out calling on the furthest customer first and work your way back. When you are finished you are near your starting point and the time you save can be used for more advantageous pursuits related to your selling effort ( 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 accomplish the following:
1- You should make sure your call sequence leaves you time to call on new customers that have just moved in to your area, or new new businesses that were started.
2-You should also try to find new customers to replace customers you lost or that have left your area.
3- Your sequence of calls can be upset by vacations, construction, holidays, and other unforeseen problems over which you have no control.

Make sure you handle your sequence of calls so that you 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 things that can come up that's why salespeople always have to be flexible.
Having time to handle unforeseen developments is a must. Planning your time and sequence of calls enables you to do this.

Thank you
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips

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