September 16, 2024- Picture this: This month, my wife and I will take the bittersweet drive to drop our daughter Maggie off at college. Our last kid is leaving the nest, and I have a decision to make. I either wallow in my morning coffee knowing I am going to miss her, or I too get ready for the first semester of the sales “school year.”
This time of year is not just about the students; it’s about us too. That organized routine, the packed daily schedule – it’s like comfort food for the soul. And guess what? It’s the same for sales professionals. Imagine pulling up your Outlook calendar on a Monday morning and seeing it brimming with high-value activities and client calls. The top salespeople don’t groan, “Ugh, I’m swamped this week.” Instead, they cheer, “Sweet, I’m swamped this week!” A busy schedule doesn’t just lead to more sales; it makes you feel like a rockstar at work. So, this month, let’s go back to school and pack our schedules with routines and habits that will land us on the sales Honor Roll this semester.
Lesson No. 1: Prepare like a champion
First up, let’s channel our inner overachiever and schedule some time this week to strategize about our sales territory. Break out your client list and sort it into A, B, and C clients.
Your “A” clients are the cream of the crop, the top 20% who bring in the most sales, revenue, or profitability.
“B” clients have great potential but aren’t quite there yet, or they’re mid-sized clients already maxed out.
Read More in the latest issue of Repertoire Magazine.