Salesperson: Here’s How to Plan a Successful Sales Day

When it comes to staying on track hitting the ground running each morning, the correct environment is essential. Don’t let the first people you talk to  be your prospect or “Joe Average” the coworker at the coffee table.


Ever heard the saying “show me your friends and I’ll show you your future?” 

Well, it’s 100% true. That’s why the first thing you should do is check in each morning in our Facebook group with 18,000 humans who want to be iconic in business and life, by clicking here.

We know that a successful person in any area is made by a series of small successes along the way. The same can be said about an outstanding salesperson.

It will be hard to come by lasting success without consistent daily habits.

It seems pretty easy to have big goals and think far into the future.

But the real change happens in our day to day schedules.

 “Show me your habits and I’ll show you your future.”

So how do you plan a successful sales day?

Let’s look at 9 things you need to plan into your schedule to have a successful sales day:

1. Set your priorities
2. Move your body early on in the day
3. Train before coming into work
4. Review your goals
5. Prospecting: Do it early in the day
6. Keep track of every changing activity
7. Keep prospecting and sales calls separate
8. Follow up with a couple of people every day
9. Have a set finish time for the day
10. Rinse and Repeat

1. Set your priorities

Before going into the practical aspects of a successful sales day, it’s important that you take a few minutes to establish the main priorities in your life and business right now.

The truth is, a successful day can definitely vary in different seasons of your business and life.

To some people, just showing up every day is a success! (Hey, no judgment here).

But it truly is important that you set your expectations for yourself.
Here are some good questions to ask yourself when setting your priorities:
– What would I need to accomplish today to make it a great day?
– How can I maximize my time today?
– What is my main financial goal right now and how can I work towards it every day?
– What are other important parts of my life that I don’t want to neglect? (Ie, spouse, kids, health, hobbies, etc)

Taking a few minutes to get clear on your priorities will greatly help you plan a successful day as well because you will know exactly where your time should be spent.

2. Move your body every day (aka exercise)

Only about 14% of salespeople work out before heading to their sales job every day.

While there are benefits to starting the day with a good sweat, what’s more, important is that you actually move every day.
Some people find that a brisk walk during their lunch break does it for them.

Others say they have more energy after work and prefer working out then. 

It doesn’t matter as long as you work out, or move, or do something with your body. 

Salespeople that look after themselves generally have more energy and are more productive all around.

Take a look at your schedule today and find a time to plan it into your daily routine if you’re not already doing it. 

I recommend trying it first thing in the morning. Keep in mind that it doesn’t need to be long. 20 minutes of cardio, stretching or even swimming can do wonders to your productivity every day.

3. Train before starting your work day

Just like an athlete trains every day to become better at a sport, so should you train every day to become a better salesperson.

It’s crazy to think that a lot of salespeople don’t take the time every day to better their craft. (You can get my course on conducting powerful sales calls here).

One of the best ways to get your head in the game and to prepare for a successful day in sales is to expand your knowledge a little bit each day.

I recommend getting into training that tracks your progress and allows your to test your knowledge regularly.
Relying on your daily sales meeting with your manager isn’t enough. The best salespeople are obsessed with learning how to prospect better, how to properly deal with objections and better ways to close the sales. It also helps you stay on track when you feel unmotivated, or lost.

4. Review your goals

Are you on track?

Each morning before getting started on work, write down your goals. There are a couple of ways to write down goals.

  • First, there are the big goals that might seem impossible right now. When you write these down, don’t necessarily try to be realistic. These are the life goals that you have. The things that you’ve always wanted to do, be or have. Writing down these goals every day doesn’t need to take longer than 2 minutes. It’s like setting your compass every morning. You are letting your subconscious direct you by putting down whatever comes to mind, regardless of how impossible it may seem.
  • Next, we have the small daily goals that are super important because they will help you align your actions with your big goals. It’s a good idea to review your goals every morning and even at night before you go to sleep.

5. Prospecting: Do it early in the day

If you want to be successful at sales, you’ll need to get good at prospecting and lead generation.

It’s highly important to schedule your prospecting time at a time during the day when you are most productive.
What I have found to work best for myself and others I’ve worked with, is to spend the first 3-4 hours of the day prospecting.
It’s a good idea to block out distractions during this time so you can focus on building relationships and creating new warm leads.

This is the MOST IMPORTANT part of your day because your future sales depend on it. I have an extensive course on how to prospect from your computer successfully. Check it out here.

6. Keep track of every changing activity

Do you know where your time goes every day?
Are you aware of how you’re spending your time?

A successful day starts with knowing where your time is going to be spent.

One of the ways to track your time and where you spend it is to keep a little notepad with you. Every time you change an activity, you write it down.
For example, 9am – Prospecting calls, 10:30 – Bathroom break, etc.

You don’t have to do this for a very long time to become crystal clear on where your time is being spent.

It’s amazing how time can slip by without realizing how fast it’s going. Before you know it, the day is over and you haven’t completed the tasks you had set out to do again.

Keeping track of your activities throughout the day will help you be more productive.

How to start a successful sales day

7. Separate your sales calls from prospecting time

In as much as you can, try and maintain prospecting and sales call times separate.

Of course, this kind of depends on the industry you are in and if your initial calls are immediate sales or appointment setting calls.

Sales calls are often most effective in the middle of the day. So, a good rule to follow is to start the day prospecting, then spending 2-3 hours following through with appointments that were set for you earlier in the week.

Most people feel like their energy levels peak during the middle of the day. This is a great time to have the focus and concentration it takes to close deals and talk to prospects.

8. Follow up with a couple of people every day

There is great power in proper relationship building. Some of the most successful people are always maintaining relationships and building new ones with potential clients and old clients.

This is a good activity to do when you might be getting a little tired towards the end of the day.

Following up with people that already know you can be a fun and rewarding activity to plan into your sales day.

Plus, it’s very effective in maintaining happy clients and increasing sales overall.

9. Plan your days at night

One of the things that successful people, in general, have in common, is the way they end the day.

Your day actually starts the night before.
If you can take a few minutes every evening before you go to bed to plan your day, you’ll have a head start and be much more likely to have a successful day in sales.

Here's a good example of a salespersons daily schedule:

6am – Wake up and exercise
7am – Review goals
8am – Train while driving to work
9am – Prospecting
12am – Lunch break and walk
12:30- Sales Calls
4:30 – Follow up meetings
6:00 – Other activities
9:00 – Plan the following day

Related Questions

1. How many hours does a salesperson work?

It really depends. In most cases, the average salesperson works no less than 40 hours per week.
A sales job is very results oriented so the better your sales skills are, the less you naturally have to work in order to reach weekly and monthly goals.
But generally, salespeople work normal hours and sometimes even overtime if they are planning on being exceptional.