SalesHQ

Throughout the sales cycle, a good salesperson prioritizes activities. “Salespeople have one item in their inventory: Their time,” says Rigg. “If the prime selling time to your prospects is 9 a.m. to 4 p.m., save that time for selling. If other activities need your attention, do them outside your selling time.”

Hiltz agrees. “It’s important to hit your timetables,” he says. “Keep yourself and your customer focused on the calendar.” Though planning far in advance might be harder initially, it will be easier to avoid last-minute problems down the line.

In addition, Rigg says, “Review your opportunities daily. Reprioritize as often as you can.” When overwhelmed, he advises to start with the biggest opportunities that have the best chance of closing and then work down the list. “Keep asking yourself: ‘Am I using my time as wisely as possible?’”