Farquharson/Tedesco on Business Development: Trick-or-Treating for Salespeople

Plan. Ever witness a group of kiddies plotting their trick-or-treating paths through the neighborhood? Their level of strategic planning puts many sales professionals to shame. Somehow they intuitively know how to make best use of their limited time.

Similarly, you need a realistic, actionable plan to guide you to success! Every successful plan should have two characteristics: efficiency and effectiveness. Efficiency can be something as simple as how you schedule appointments and manage your sales territory. Take yourself through a territory-planning exercise and determine which stops you can make along the way. Then, extend that exercise to plan how many stops you can make per week and per month.