How do you create and follow a consistent outside sales routine and schedule?

My measure of success is deeply personal and driven by an unwavering determination. I share with colleagues that I had a slow start to my career, it took removing myself from my environment to see things in a new perspective and move forward. I recently read “Relentless,” by Tim S. Grover and according to the author’s definitions, I resonate with the concept of a “cleaner,” someone who possesses an unmatched drive and commitment to achieve their goals. My success is defined by my relentless pursuit of excellence and continuous self-improvement, regardless of external comparisons. For me, I prospect, manage my accounts, support my accounts, plan and “run the meetings”, simultaneously…As a KAM, all of these “activities” are as important.

Some tips that may help you! Set Clear Goals: What are your sales objectives for the week, month and so on. Number of meetings, leads or deals you want to close. Daily Planning: Start each day with a clear plan. Prioritize tasks, allocate time for prospecting, meetings, and administrative work. Create a Weekly Schedule: Develop a weekly schedule that allocates specific days/ times for different activities. Client Meetings: Schedule client meetings in advance and have an agenda. Self-Care: Prioritize self-care. Eat healthy, regular exercise, and adequate sleep. Carve out some time in your day for yourself. Learn and Develop: Continuously improve your sales skills and knowledge. Review and Adjust your routine as needed.

Building a successful outside sales routine and schedule requires focus, planning, and flexibility. ? Block out time for each activity: Allocate specific time slots in your calendar for prospecting, appointments, admin work, etc. Be realistic about travel time and potential delays. ? Schedule appointments strategically: Group meetings by location to minimize travel, consider optimal times for prospects (mornings vs. afternoons). ? Leave room for buffer time: Unexpected situations arise. Buffer time will prevent falling behind schedule and causing stress. Remember, consistency is key. Sticking to your routine most days, even with adjustments, will help you avoid procrastination and maximize productivity. Good luck!

In outside sales you must be very flexible. Be prepared for if your day goes completely sideways. Do not overbook! Respect people’s time. I repeat. Respect their time. They are going out of their way to see you.

A “strict” call schedule is a goal form me-This part of my career has always been a work in progress. I have worked with partners that stick to a rigid schedule and did not waver. Always, always, mark the calendar as soon as it is confirmed. And please, when inviting others to meetings; include the place (virtual or in person) and schedule the appropriate amount of time. Also, when meetings are phone calls or virtual meetings, give yourself 15 minutes before and after, so that in case someone is running behind or you run behind your Calendar will stay accurate in your day.

Control what you can control, and keep a consistent schedule. This can include: - Time blocking for certain activities - Prospect with intent -- I like to dedicate each day to a specific section of the market segment I operate in - Allocate time weekly (if possible) for learning/career development

One of the biggest advantages in todays world is the world is at our fingertips, so when we create a routine we are now in control of our success! A routine should mirror your priority, what is most important for me it is relationships so my routine is foster in building internal and external relationships. So, setting my days up in quarters allows me to stream line customer calls, meetings, emails, etc. We are all trying to maximize the day and I have found much like a sport when I divide my day into four quarters it is when I am the most successful and efficient.

I do start my day by looking at emails and answering them… I have recently dove into ways to organize my day better be more productive and affective. I am scheduling answering emails and text messages to the morning, lunch time, and EOD. It has helped me stay on task.

I am geographically challenged… My sales day started in the days of printing out MapQuest directions, and that was a disaster. I love MAPS in salesforce, and I use it often even in my career today… it allows you to “plot” your destinations, organize them in effective way and it also gives you data and metrics about the client that you’re going to visit in that particular location. I love it.

In my last role, I had a geography of over 6.5 hours. When your first call is 4 hours from your home and the next closest is another hour away, planning and optimizing tools to help you arrive safely and in a timely fashion are key elements. Some vehicles have Navigation or CarPlay so you can use the map location directly from your phone. You can link Waze in several apps if you are listening to podcasts casts or audio books. Each state has a number you can call to learn of any construction work, and where I live in a mountainous area, construction can delay your travels by hours.

After every meeting, I make it a priority to communicate with my colleagues within 24 hours, ensuring that they are promptly updated on account-related matters. Additionally, I send out a monthly newsletter to those assigned to the same account, providing comprehensive support and insights. I am dedicated to maintaining the effectiveness, conciseness, and grammatical correctness of my communications to facilitate clear and efficient collaboration. I apply this same behavior with follow up communication to customers.

Staying connected to your team is a choice and such a critical success factor in high performing teams. Until recently, I had never experienced a manager that did not follow-up with critical information that impacted the team. This in turn, caused great people to leave or look to leave, because your direct manager represents the company and its culture for salespeople. The greatest high performing teams have open communication and encourage collaboration. I was on a team in which there was very little turnover, and although we are not all at the same company now, we still communicate on a weekly basis. This is a key success factor to building, training, and retaining top performers and highly collaborative teams.

Even with the best planning, oftentimes circumstances can get in the way of your best plans-like someone is sick, traffic delays, vacations, office closed, etc… I find having one or 2 backup plans for different scenarios allows your day to move forward with stronger outcomes. The hardest part of any job is not knowing what to do or where to go, so planning is a key element for success.