Good Morning, Relentless Fam!
I’m convinced that the sales systems we build are what separate good reps from great ones.
Everything from how we organize our territory to how we approach a customer matters. The reps who build repeatable systems outperform the ones who simply rely on effort.
I talk about this often in Relentless Sales. My team and I are also working on a short video course that breaks my planning process down step by step. If you want early access when it releases, email/DM me.
For today and this week; start thinking more deeply about your territory.
• Is the sales vertical you are working in clearly defined?
• Do you have a document like the Zoned Territory resource from the site where every key detail about your customer base is mapped out? If not, download one today.
• Do you understand your customers’ buying timelines and budgets?
Just as important, are you setting aside time each week to pause and think about your plan?
Most reps spend all their time reacting. The best reps build time into their schedules and think strategically. Personally, I do my best planning on the weekends.
Build this into your routine. Grab a notebook and write down the sales activity you need to follow up on the following week. Get everything out of your head and onto paper.
Rinse and repeat.
Take planning seriously. Your career and your life depend on it.
Daily Planning Framework
- Stack rank your top 3 accounts
Focus on a small number of high value targets. Three is ideal. - Identify one “Big Rock” each day
Pick one high return opportunity and start there. - Time block prospecting
Protect this time on your calendar. - Execute high ROI activities
Prioritize the work that moves deals forward. - Review wins at the end of the day. *This has been the hardest for me, but take time to slow down and think about what worked and how to improve tomorrow.
Strong systems remove low value work, wasted effort and keep you focused on what matters.
Go win this week!!
Stay Relentless.
Next week, we move into Week 6:
Here’s the full roadmap for our 7-Week Sprint:
- Your Sales Speed
- Protecting Your Time
- Staying Calm and Calculated During Customer Interactions
- Creating Winning Systems vs. Just Setting Goals
- Organizing & Planning Best Practices **today’s message
- Developing the Mentality to HUNT
- The 7 Skills You Need to Thrive in Sales
— Jon
- Join our Relentless Sales Community to connect with other like-minded sales people. We have an incredible group of people!: Skool Group
- Book a FREE 1:1 call with me if I can help in your sales journey : Calendly
- Text me @ 404-272-5236 to join our Monday Morning Motivation texts.
Please share with a friend who could benefit.
Jon Alwinson
Author | Speaker | Coach | Sales Leader
📘 Relentless Sales