Do your days start with the best intentions but quickly get derailed by unscheduled tasks and meetings? Are you often distracted by responding to emails? Do you feel scatterbrained throughout the day?
As a sales professional, you need to create an optimized sales routine that will allow you to accomplish everything that you need to do for the day and will maximize your opportunities for success.
Creating such a sales routine isn’t impossible, but it would require a lot of discipline. Below, we’ve outlined a routine that you could follow to increase your chances of attaining success. But first, here are a few key principles that are at the heart of our recommended sales routine:
- Preparation. This routine incorporates preparation time into your day so you’ll hit the ground running when you begin your outreach efforts.
- Eat that frog. This principle—a metaphor for getting the most challenging item on your to-do list out of the way—is based on a quote from Mark Twain, and was turned into a best-selling book by Brian Tracy. By “eating that frog”, you’ll get the biggest tasks in your sales routine out of the way first thing in the morning and start off your day strong.
- 90 minutes of productivity. Are you constantly multi-tasking? Research shows that multitasking is ineffective. Instead, we advocate focusing on just one task in 90-minute intervals to maintain your flow.
- Timing. As a sales professional, timing is everything. That’s why you need to know the best times of the day to engage in certain activities. If your timing is off, you’ll miss opportunities and won’t be able to connect with the key decision makers at the organizations you’re targeting.
The Optimum Sales Routine for Success
7:00-8:00 a.m: Personal routine
This is the time you can spend getting ready for work, eating breakfast, and commuting to your office.
8:00-9:30 a.m: Outreach
As the saying goes, the early bird catches the worm. Research has shown that the best time to get in touch with decision makers is between 8:00-9:30 a.m. If you’re not getting to your desk until 8:30 or 9:00, you’re missing out on a big chunk of the best part of the day to get a hold of decision makers and you won’t be as successful as you could be.
Use this time to get on the phone and send emails. However, don’t check your email, social accounts, or voicemails during this time. Focus on your outreach efforts and don’t allow yourself to get distracted. Otherwise, you could miss out on the best time to get in touch with decision makers.
9:30-11:00 a.m: Check your engagement
Now that the best window of time to connect with decision makers has now passed, you can start checking and responding to emails, voicemails and social media. This is also the optimal time for social posting and content sharing.
11:00 a.m.-12:30 p.m: Prepare for the afternoon
You’ll engage in a second outreach session at the end of the day, so you want to prepare for that. Spending this time strategizing your communication efforts for the afternoon and deciding whom you’ll be communicating with.
12:30-1:00 p.m: Lunch
I’m always an advocate of taking a proper lunch break. It’s important to take a bit of personal time every day. You can use this time to relax, self-reflect, listen to music, or engage in some breathing exercises. Take five minutes every day to clear your mind and take a moment to breathe. You can also spend this time with your friends and family.
1:00-2:30 p.m: Check your engagement
This is another opportunity to check your emails, social messaging, and voicemails, as well as work on social posts and content creation.
3:30-4:00 p.m: Prepare for tomorrow
Use this time to prepare for tomorrow morning’s outreach efforts so you can hit the ground running.
4:00-5:30 p.m: Outreach
The end of the workday is the second best time of day to get a hold of decision makers. Since they are most likely to be at their desks now, you may be able to avoid gatekeepers and get to the decision makers directly.
Like what you did in the morning, focus on your outreach efforts during this time. Get on the phone, email, and social accounts, and send those messages!
- You need an optimized sales routine in order to be efficient and maximize opportunities.
- Stop multitasking and focus on just one task at a time. Devote 90 minutes per task to increase your chances of getting everything done in a day.
- Conduct your outreach at the best times of the day to increase your chances of reaching decision makers.
- Respond to emails after your outreach.