The document outlines various sales and marketing activities that require time planning for a salesperson, including lead generation, nurturing, and closure. It provides a sample daily schedule with activities like an SOD meeting, prospecting, sales follow-ups, and MIS. The document recommends planning weekends for self-introspection and the coming week. It also lists best practices of successful time managers in sales, such as starting early, prioritizing important tasks, daily reporting, and analyzing time management failures.

2. What are the Sales activities for which
time is to be planned?
Lead Generation : Suspecting, Prospecting
Lead Nurturing : Sales Pitching, Need Analysis, Objection Handling, Sales Proposals
Closure and Negotiation: Preparation for Negotiation, Negotiation meetings
Sales M.I.S. : Daily Sales Reporting on CRM software, Prepare relevant Dashboards
Sales Planning & Strategy: Competition Analysis, BTL Planning, Suspect Data, Market Scanning, Way Forward GTM
Plan
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3. What are the marketing activities for
which salesperson has to plan his time?
Public
Relations
Visibility
Networking
Touchpoints
Below
the
Line
Activities
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4. The Sales Professional has to allocate
time for all his Sales & Marketing activity.
D.I.L.O.
.
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5. WHAT IS YOUR D.I.L.O.?
DAY IN LIFE OF <YOUR NAME>
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6. SUGGESTED D.I.L.O.
10 AM
SOD Meeting
10:30 AM
Team
Coordination
11:30 AM
Prospecting
2:00 PM
Sales Follow
ups
5:00 PM
Sales MIS
6:00 PM
EOD Meeting
7:00 PM
PR &
Networking
Key:
SOD = Start of Day
EOD= End of Day
MIS = Management Information Systems
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7. Self Introspection & Planning
• Saturday for Planning for the week ahead
• Sunday for Self introspection and rest of mind
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8. Some best practices by Sales
Professionals who manage their time well.
• Start their day early. 5AM Club.
• Take up tasks when they are important but not yet urgent.
• Do their work right , first time, every time!
• Religiously prepare daily sales report on a CRM software –
Reporting new contacts & updating sales follow ups
• Never miss a Sales Training or Sales Enablement session
• Analyse failures of Time Management every Saturday
• Choose friends who are good time managers and successful
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9. Book an appointment with me
If you are still struggling with your time management in Sales function book your
free appointment of 15 minutes with me by sending an email to
sanjay@consult4sales.com .
Note: Offer valid for all emails received on this topic within 24 hours of this live telecast
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