Sales Coaching: Overcoming prospecting procrastination


Sales professionals are no strangers to the importance of prospecting. They know what they need to do to find potential customers, but they often fall into the trap of procrastination. Doubt and insecurity can sneak into their minds, leading to hesitation and inaction. This procrastination not only wastes valuable time but also undermines their sales potential and weakens their resolve. In this Sales Coaching article, we emphasise the critical role of taking action in sales prospecting and how it’s the only way to achieve true success. If you’re tired of waiting for opportunities to come to you, it’s time to be proactive, create a solid plan, and start taking action to reach your prospecting goals.

1. Proactive prospecting
Successful salespeople are proactive in their approach to prospecting. They don’t sit around, hoping for the phone to ring or expecting leads to magically appear. Instead, they take the initiative and actively seek out potential clients. They understand that prospecting is an ongoing process, and to succeed, they must consistently take action to identify and connect with new prospects. Always refer to your sales pipeline and make sure it is overflowing with opportunity.

2. Create and stick to a plan
One of the most effective ways to combat procrastination is by creating a well-defined prospecting plan. This plan should outline your goals, target audience, prospecting methods, schedule and a timeline for implementation. Once you have a clear roadmap, stick to it diligently. Having a plan in place helps you stay on track and minimises the likelihood of succumbing to inaction. We see this often during sales coaching where the trainees are super motivated to go out and start prospecting, but once they meet some resistance they resort back to their old ways. With a proper schedule in place, prospecting is the only option.

3. Track your progress
Tracking your progress is essential in the world of sales prospecting. It allows you to measure the effectiveness of your efforts and make necessary adjustments along the way. When you can see tangible results, you gain a sense of accomplishment and motivation to keep going. Use CRM tools, spreadsheets or a simple journal to record your daily prospecting activities and their outcomes.

4. Prospecting is a verb
Remember that the word prospecting is a verb, an action word. It’s not just about thinking or planning; it’s about doing. Prospecting involves reaching out to potential clients, making calls, sending emails and engaging in conversations. The more proactive and action-oriented you are in your prospecting efforts, the greater your chances of success.

5. The Nike approach: Just do it!
These three simple words carry immense power and relevance in the world of sales. Don’t let doubt or insecurity hold you back. When you know what needs to be done, take that decisive step forward. Embrace the challenges, face rejection and learn from every interaction. Action is the antidote to procrastination and the key to unlocking your sales potential.

Sales prospecting is not for the faint of heart, but it’s the lifeblood of a successful sales career. To reach your prospecting goals and achieve success in sales, you must stop procrastinating and take action. Be proactive, create a solid plan, track your progress and remember that prospecting is about doing. As you embark on your prospecting journey, adopt the Nike approach: just do it! By taking consistent, purposeful action, you’ll pave the way for increased sales, a stronger client base and a more prosperous sales career. Couple this with regular sales coaching and you have a recipe for sales success!

“Procrastination is the art of keeping up with yesterday.” – author Don Marquis

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