I'm a veteran salesperson with more than three decades of experience. I've sold everything from bags to car parts, from logistics to staffing solutions. I've learned a lot from my mistakes and successes, but I still make mistakes sometimes. Why is that? Because I don't start and end my week properly. Let me explain why that matters.
The beginning of the week is when you have the most energy, usually peaking on Tuesday for most salespeople. But by Thursday, you start to feel tired and by Friday, you're exhausted. A typical sales cycle in B2B can range from one week to four years, depending on the industry you're in. It's easy to sell a new part for a machine, but selling a new plane might take a bit more work.
That's why it's important to plan your month ahead on Monday morning. Look at your calendar and see what's coming up. Do you have enough calls, meetings, visits to reach your quota? But more importantly, do you have enough time to have fun and relax?
The end of the week is also crucial. On Friday morning, review your progress and see what you achieved that week. Did you close any deals? Did you move any prospects forward? Did you miss any opportunities? Can you give a final nudge to your customers so they can enjoy their weekend with a new purchase?
The "fun/relax" time in your calendar is the most important thing. Fill it with enjoyable activities that you can invite not only your coworkers, but also your clients and prospects. A boat trip, a gym session, and lunch outside. Be creative and share it with everyone. Why? Because people like to do business with people who are nice, friendly and fun. Your coworkers will help you more if they like you and your customers will be more loyal or interested if you bring energy.
