When it comes to sales, success doesn’t just happen by chance. It’s the result of deliberate effort, strategy and planning. Without a focused plan, your sales goals may remain out of reach, no matter how hard you work. As research and our sales courses show, 91% of high-performing salespeople follow a structured approach to managing their day. So, how can you ensure you’re on the right track? The answer lies in crafting a clear, actionable sales plan that directs your efforts toward your most important tasks.
The power of planning
Sales success is like building a structure. Most people would agree that any solid building begins with a strong foundation. But how do you know where to place it? Without a detailed plan, your foundation can be meaningless. In our sales courses, this is exactly how sales work. A well-thought-out plan gives you the clarity you need to focus on the tasks that matter most.
Without this clarity, you risk wasting time on tasks that seem urgent but aren’t driving your sales forward. In fact, a significant percentage of salespeople spend too much time on low-priority tasks like emails, admin and meetings – activities that don’t directly lead to closing deals. According to research, the average salesperson spends nearly 25% of their time on administrative tasks, which is time they could be spending on direct sales efforts.
Why planning works
Sales professionals,after attending our sales courses, apply detailed planning to their sales process. A clear personal sales plan allows you to direct your energy where it will make the most impact – filling your sales funnel, identifying key prospects and moving them through the sales process. This kind of targeted approach leads to tangible results. Studies have shown that salespeople who focus on a well-defined strategy are 33% more likely to meet their targets than those who don’t take the time to plan. This increase in productivity is a direct result of staying focused on high-value tasks.
Overcoming procrastination
One of the biggest barriers to sales success is procrastination. Many salespeople start their day with good intentions but get sidetracked by “busy work” – checking emails, attending internal meetings or updating CRM systems. The problem? These tasks are often reactive and don’t advance your sales efforts. Several sales courses teach us that you don’t have a clear plan, you end up reacting to whatever is thrown your way instead of focusing on your priorities. Without discipline and a structured approach, you may feel like you’re working hard all day, only to finish exhausted with little to show for it. This procrastination cycle can be detrimental. It can lead to a feeling of frustration and burnout, as salespeople may feel as though they are constantly busy but are never truly moving forward. And it’s not just about getting more work done; it’s about getting the right work done.
The bottom line: Plan, execute, succeed
The truth is your sales success is often buried under tasks you avoid or put off. But with a well-crafted sales plan, you’ll know exactly what needs to be done each day, allowing you to focus on what truly matters – selling. And when you combine a solid sales strategy with the right sales course, your productivity and success will soar. Consider the fact that salespeople who stick to a detailed plan are not only more likely to close deals, but they also enjoy better job satisfaction and work-life balance. By creating clear goals and a roadmap to achieve them, you can minimise stress and maximise your focus on high-value activities. It’s all about staying disciplined and prioritising what will make the biggest impact on your sales targets.
So, if you’re feeling stuck or uncertain about how to proceed, it’s time to create a clear, actionable sales plan. Start by identifying your goals, prioritising your tasks and executing consistently. By implementing these steps, you’ll be able to overcome the common pitfalls many salespeople face and start seeing tangible results. The better your plan, the better the results. Join us on one of our sales courses to begin crafting your sales plan and watch your productivity soar.
