Organization is something we rarely talk about in sales. We speak of getting past Shirley the Gatekeeper, the pitch, closing, how to overcome objections, how to leave messages, but organization—which plays a large part in being successful—is not high on the list of topics … until now.
Your desk should not be an eyesore. It should be almost pristine, uncluttered. You should have notes waiting for you from the day before: “Immediate calls.” Review and visualize the notes first before you dial. If you want to role-play with a colleague before making your first calls, that’s fine, too, but hit those calls fast and hard.
How to go about follow-up calls is an individual preference, but you should organize from important to less important. Immediate Calls. Second Calls. Third Calls. Don’t waste a moment. Have a personal system already in place. Your day should not be spent figuring out what to do next, whom to call, when to get new leads, etc. It should be laid out in front of you, figuratively, like a roadmap.
It’s important to stick to your system—don’t stray. This will become a routine, true, but the sale, like the arts and sports, is about craft as well. You develop your craft by working on the basics, doing it over and over again until you know your system inside out–and the system is working!
Being organized means you’re on top of your game. If a prospect calls out of the blue looking to buy, you’ll be ready. You’ll look at your spreadsheet or notes and you’ll be right there with him as if he’s the only prospect in the world. If you’re stumbling around for your notes and don’t remember who the prospect is you may lose the deal.
The less paper on your desk the better. A single notepad is fine. You don’t need to print out every lead and screw up the environment. Jot it down in your notepad and then if it looks like a promising prospect type in your spreadsheet. I used to be a print-every-lead kind of guy and my desk was a mess—I couldn’t find anything. I’d search half an hour for a great lead, becoming more agitated, losing energy and time with each passing moment.
Organizing your leads, your calls, and follow-ups will generate more revenue. When you leave the office make sure you leave it the way you found it. Clean. And ready for the next day.