Process Makes Perfect

If you’re accustomed to having others provide the structure and process for your sales, take control. When you have concentrated, uninterrupted time — probably on a weekend — shut off all of your devices. Go outside on the patio. Grab a notebook and pen and think through how you sell, from start to finish: Prospecting, qualifying, contact, follow-up, pitching, closing, post-close handoff.

 Allow time in your schedule to “clean up” your tools every day. The most effective time is at the end of the day. That will also prep your mind to be thinking about tomorrow’s tasks.