Do your days start with the best intentions but quickly get derailed? Are you often distracted by responding to emails and feel scattered throughout your day?

As a sales professional, you need to create a routine that will allow you to get everything done in a day—and maximize your opportunities for success. If you’re thinking I may be dreaming and that creating such a routine isn’t possible, read on.

Below, you’ll find a specific success routine that you should follow. But first, here are a few key principles that are at the heart of our success routine:

  1. Preparation. This routine incorporates preparation time into your day so you’ll be ready for your outreach efforts and can hit the ground running when you begin.
  2. Eat that Frog. This principle is based on a quote from Mark Twain, and was turned into a best-selling book by Brian Tracy. With Eat that Frog, you get the big tasks out of the way first thing in the morning and start your day off strong.
  3. 90 minutes of productivity. Are you constantly multi-tasking? Research shows that multitasking is ineffective. Our routine focuses on 90-minute intervals where you’re focused on one task.
  4. Timing. As a sales professional, timing is everything. So 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.

Routine for Sales Success

7:00-8:00 a.m. Personal Routine. This is when you wake up, get ready for work, eat breakfast, and commute to your office.

8:00-9:30 a.m.

Outreach. Research has shown that the best time to get in touch with decision makers is between 8:00-9:30 a.m. So it’s critical to use this time to get on the phone or send emails or social posts.

As the saying goes, the early bird catches the worm. 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.

DON’T CHECK EMAIL, SOCIAL ACCOUNTS, OR VOICEMAILS DURING THIS TIME. Start your day with outreach. You don’t want to get distracted and miss out on the best time to get in touch with decision makers.

9:30-11:00 a.m.

Check your engagement. The best window of time for connecting with decision makers has now passed. So this is when you can check and respond to emails, voicemails and social media. This is also the time for social posting and content sharing.

11:00 a.m.-12:30 p.m.

Prepare for the afternoon. You’ll engage in a 2nd outreach at the end of the day, so you want to be prepared for that. During this time, you need to strategize your communications for the afternoon, and decide 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 in every day to clear your mind and take a moment to breathe. You can also use this time for 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.

Preparation for tomorrow. During this time, you should prepare for tomorrow morning’s outreach so you can hit the ground running.

4:00-5:30 p.m.

Outreach. The end of the day is the second best time of day to get a hold of decision makers. They are most likely to be at their desks now and you may be able to avoid gatekeepers and get to the decision maker directly. So like first thing in the morning, work on your outreach during this time. Get on the phone, email, and social accounts.

To recap:

  • You need a routine in order to be efficient and maximize opportunities.
  • Block out 90-minute windows of time and you’ll be able to get everything done in a day.
  • Conduct your outreach at the best times of the day to reach decision makers.
  • Respond to emails after your outreach.
Dave Howe

Author: Dave Howe

Dave is a gifted salesman with a passion for training. Having started from humble roots as a doorknocker in Australia, Dave quickly excelled over his decade long sales and marketing career to hold several VP and Director level positions. Prior to joining the Sales for Life team, Dave was involved with start-ups; building and training their sales teams from the ground up.

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