Many teams and executives will spend a LOT of time planning budgets, targets and strategies. That’s all valuable stuff, however it does not come first. Your first activity has to be managing your sales time effectively. Most plans end up in a plastic binder and are looked at once a year.
I suggest that before you plan anything you devote at least 20% of your total diary time to prospecting activity that is TALKING to prospects. Measure your $$$ performance monthly but manage your weekly budget by ACTIVITY not dollars.
Manage your goals quarterly and plan each week’s activity on a Sunday evening. Do not plan on a day by day basis. If you work in a large office allow 30 - 40% of your total time for unplanned interruptions.
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