This document provides tips for managing sales activity, including planning important tasks in your diary even if unenjoyable, balancing proactive and reactive time weekly with a 90 day plan reviewed every 30 days, and focusing on direct customer work which research shows occupies only 17% of sales time rather than being pulled into meetings or others' problems. It emphasizes focusing on what you can control by planning activity that will drive results.

1. Tips for
Managing
Sales Activity

2. It is very easy to be busy,
but very easy to fill your
day with work that has
been forced rather than
initiated by you

3. Plan time in your diary
for important tasks,
even if you don’t enjoy
doing them, such as
appointment making

4. Balance your proactive
vs. reactive time by
planning weekly

5. Look ahead by having a
90 day plan that you
review every 30 days

6. Focus on results:
our research indicates that
only 17% of a sales
organization’s time is spent
on direct customer work

7. If you are being dragged into meetings,
solving other peoples problems, consider if
someone else is better suited to do this

8. That is what you do, how
you do it and when you do it
Focus on what you
can control

9. If you don’t put the
activity in there is
no way the results
will come

10. If this topic is of interest to you and you want further information then
contact:
Mercuri International UK Ltd
Suite 1001, Cranmore Place
Cranmore Drive
B90 4RZ
andrew-mullins@mercuri.co.uk
Tel: 0330 9000 800 (option 1)