How do you manage your sales prospecting time?

1 Set SMART goals

Before you start prospecting, you need to have clear and realistic goals for your sales activities. SMART stands for Specific, Measurable, Achievable, Relevant, and Time-bound. For example, a SMART goal could be: "I will contact 20 new prospects per week, schedule 5 meetings, and close 2 deals by the end of the month." Having SMART goals will help you focus your efforts, track your progress, and evaluate your performance.

2 Prioritize your prospects

Not all prospects are created equal. Some are more likely to buy from you than others, based on factors such as their needs, budget, authority, and urgency. You need to prioritize your prospects based on their potential value and fit for your solution. A common way to do this is to use a scoring system, such as BANT (Budget, Authority, Need, Timing) or CHAMP (Challenges, Authority, Money, Prioritization). By prioritizing your prospects, you can allocate your time and resources more efficiently and effectively.

3 Plan your schedule

To manage your sales prospecting time well, you need to plan your schedule in advance and stick to it. You need to block out specific times for different prospecting activities, such as research, outreach, follow-up, and meetings. You also need to balance your prospecting time with your other sales tasks, such as closing deals, servicing existing customers, and reporting. A good rule of thumb is to spend at least 20% of your time on prospecting, or more if you have a large quota or a new territory.

4 Use the right tools

Sales prospecting can be a lot easier and faster if you use the right tools to automate and streamline some of the tasks. For example, you can use a CRM (Customer Relationship Management) system to store and manage your prospect data, track your interactions, and set reminders. You can also use tools like email templates, scripts, and sequences to create and send personalized messages to your prospects. Additionally, you can use tools like social media, webinars, and blogs to generate and nurture leads.

5 Measure and improve

The final tip to manage your sales prospecting time is to measure and improve your results. You need to monitor and analyze your key metrics, such as the number of prospects contacted, the response rate, the conversion rate, and the revenue generated. You also need to collect and act on feedback from your prospects and customers, as well as your peers and managers. By measuring and improving your sales prospecting performance, you can identify and eliminate any bottlenecks, gaps, or inefficiencies in your process.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?