A daily sales plan is a great sales and selling technique, and one I recommend to all my individual sales coaching clients.  Your daily sales plan isn’t:
•    just showing up for work each day,
•    making a few calls,
•    and setting and holding appointments.

That’s a routine based on a plan I call “hopium”

When “hopium” is your game plan you’re going through the motions of sales, hoping something good will happen like some sales.  You know hoping something will happen isn’t going to make it actually happen, so how about trying an actual daily sales plan?

You probably don’t wake up each morning all motivated and eager to get going.  Some mornings you may even wake up roll over and think why do I even get out of bed?  A plan helps you to get good results even when your motivation is still home in bed.

The reason your plan helps you so much is because you have to act on your plan to implement it every day whether you feel like it or not.  You’ve prepared to succeed, and you’ve made a commitment to yourself to take the actions you know you need to take.  A funny thing happens as you carry out your plan, even if you start out begrudgingly doing so.

You’re motivation increases because you feel good about getting things done plus you start getting good results.

You’re probably thinking, “ok, this might be a good idea but what should a daily sales plan include?”  If you want to be a top producer you’ll need to do what top producers do:
•    you’ll need to work on yourself,
•    you’ll need to have specific goals or targets that you’re working to achieve,
•    and you’ll have to develop self-motivation and self-leadership.

All that on top of the actual sales activities, it’s no wonder there are so few at the top.

You, of course want to be one of the few at the top

It really isn’t as hard as it may seem at first glance and you can do it.  Working on yourself means developing yourself through learning and adaptation.  The quickest way to develop is to get help from an outsider.  Look to those outside your organization who have an impartial view of you, and what you are or aren’t doing.  Who are impartial about what you can and can’t do.

The last thing you need is a judge and jury

When you set your sales goals you really need to be thinking big picture not just today, or this week, or this month.  You work to make sales because you want money.  However, you only want money because you want something else.  Usually you think of what you want in terms of tangible things like:
•    maybe a new car,
•    a better house,
•    or a nice vacation.

Ultimately though, what you really want is the ability to spend your time the way you want?  What you really want is financial freedom?  So, think about how your goals this day relate to what you want one day.  This helps you to stay focused on today because you clearly know what you’re working for someday and what you’ll have to do between now and then to get there.

Self-motivation and self-leadership are among the most useful tools you can have in your sales tool kit

An amazing thing happens when you focus on one day at a time, and do whatever it takes to make just today a success.  When you’re only focused on today, and you make today a success you feel really good about yourself and today at the end of the day.  That’s very motivating.

Your motivation in conjunction with:
•    persistence,
•    determination,
•    and focus on the right things

…gets you doing the things you may not like or want to do.  And that’s self-leadership.  All of a sudden everything begins to fall into place one day at a time.

A Daily Sales Plan is an Action Plan

Your daily sales plan must track and measure the results of all the actions you’ll take each and every day.  Those outside the inner circle of top producers tend to think there’s some magical thing that top producers do.  They think it’s some lucky break that top producer’s get.  What makes top producers so effective is the fact that they have very specific actions they take day-in and day-out no matter what.

They don’t do those things so much better than everyone else they just do them consistently and persistently

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