Designing the Perfect Prospecting Day
Getting the most out of your day
Plan your work and work your plan.
One of the main things I really failed at as an early sales leader was not understanding the importance of structure and it’s impact on reps success and failure.
A small percentage of reps are ultra organized and need very little help in something that I take for granted… Creating a plan and then working that plan. We talk about quarterly goals and all that, but I found breaking it down to what a perfect prospecting day would look like then doing it was even more impactful.
Here’s an example of a perfect prospecting day. Yours may be different so use this as a starting point and make it your own.
Sales Day Outline - for Prospecting
8:00 - Boot up - get ready for the day - spend 15 minutes writing down your focus (follow up, cold calls, Top 25 opportunities, referrals etc…)
8:30 - Industry news fix: spend 30 minutes on your favorite industry blogs, LinkedIn, X, to get some conversation pieces for the day.
9:00 - Activity Block 1 - 90 min. Goal is to do 25-30 activities (logged in CRM) I like to start with Clients first (referral requests, check ins, follow up meetings)
10:30 - Break for 15 minutes
10:45 - Review active pipeline and create follow up list:
11:00 - Activity Block 2 - 60 min. Follow up on active pipeline by stage. 15-20 sales activities
12:00 - LUNCH - feed the beast (eat clean, bring in your lunch, find a spot (not at your desk)
1:00 - Activity Block 3 - 90 min. Prospecting Activities… 25-30 activities that will fill the top of your pipeline. Use 5 call block method for efficiency. Pair up with another rep and cheer each other on
1:30 - Break for 15 - 20 minutes
1:45 - Check emails - respond to any follow ups from activity in the morning, return calls
2:30 - Admin Time - spend 30 minutes with anything you need to do company trainings, expense reports, follow up from sales meetings etc… Track your activity for the day (in prep for your 4pm). Review tomorrow’s calendar.
3:00 - Learn something - spend 30 minutes to an hour going deep on product or service levels - spend it with your manager, another rep, sales lead asking sales process questions. Be curious.
4:00 - 10 min Check in with Sales Manager - regarding activity for the day (number of activities, number of contacts, any wins)
4:15 - Activity Block 4 - do 10 activities - this is the I won’t go home until I do my last 10. 5 calls, 5 emails, whatever… choose your own adventure.
4:45 - wind down, office banter. Set up your space for tomorrow.
Secret is to set timers for each block otherwise, if you are like me, you’ll get distracted.
This day gets you 4 hours and 30 minutes designated to sales activities which create space for 75 - 90 sales activities
Note you can’t do this every single day but maybe 2-3 days a week.
Switch up the Activity Blocks if needed, play around with time of day. Set specific activity goals.
Try this out for a month or design your perfect prospecting day to level up your game.