How Much Prospecting Do I Need to Do Everyday?

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The first thing you want to do is begin blocking time out for prospecting. That means that it needs to be on your calendar. You need an actual time block on your calendar every single day for prospecting.

Account management is going to consume most of your day, spending time with your existing customers. Those customers are going to be calling you. They’re going to be interacting with you. They’re going to be sending emails to you. So the best time to schedule your prospecting block is at the very beginning of the day.

Front-Load Your Day With A Prospecting Block
If you wait, you will never do it. First of all, you don’t want lithuania telegram data to do it, so it’s easy to procrastinate. And second, because so many things are going to be hitting you every time you sit down to prospect, another problem is going to show up and you’re going to go chase the problem for an existing customer rather than prospect.

So front-load your day with prospecting. That means the very first thing you do in the morning is prospect. The next thing you want to think about is how much prospecting you actually have to do. And if you’re really honest with yourself, it’s not that much.

In Maggie’s case, for example, she’s a top salesperson and she’s got a full book of accounts that she’s managing.

Those accounts are putting commissions in her pocket and they’re producing revenue. So what she needs to do is sell enough new business to make sure that she’s covering any accounts that she loses and she closes enough new business to continually grow her account base and stay on top of the sales rankings.