Getting routine sales, also means having a routine lead generation approach.

No matter if you’ve had a good month or not.

There should be guidelines in place to make sure that your sales team is working a well-oiled machine.

This could involve your:

• Lead enrichment
• Prospecting
• Lead nurturing
• Follow ups
• Social media management

And believe it or not, even admin tasks related to CRM maintenance should all be scheduled.

Now how about if you have long sales cycles?

The fact still remains, you should still have some sort of routine or schedule in place to keep the flywheel of sales running.

Today we’re enclosing part of a guide we made on how you should be setting up your sales schedule which you can find in our blog.

***

Prospecting

Prospecting essentially powers most of the sales activities your team will engage in, so it's one sales process that has to occur regularly in any organization.

Most of the time, we'll schedule most of the prospecting towards the beginning of the week, but this can easily be broken down into multiple instances during the week, depending on how many mediums you're using.

You can have daily prospecting for larger organizations if you have the workforce to do so or have prospecting assigned to one to three people who do it regularly.

LinkedIn Sales Navigator

LinkedIn still remains one of the best sources of leads since it's home to the largest network of professionals.

If you're using LinkedIn Sales Navigator, it might be tempting to send connection requests right away and start people in your sales funnel.

However, it does help if you pause for a bit, build lists, segment, and do additional research on your prospects before sending them a connection request. This allows you to create personalized campaigns that resonate well with your prospects.

Facebook Groups

If you're prospecting on Facebook Groups, we strongly advise that you're active on the groups you're in and that you visit them at least two or three times a week. This helps keep you in the know about new members coming in.

Regular Prospecting

This can involve a combination of LinkedIn, web searches, actual connections, and referrals, and it's essentially a tedious process, so it requires a lot of time.

Although you can prospect at the start of the week, you can also try prospecting towards the end so that you can send out your cold emails by Monday.

Working with VAs, Dedicated Teams, or a Third-Party

If you have dedicated people that handle prospecting, then there are two ways to schedule them into your main sales schedule:

• Daily – Have them report and turnover new leads daily, preferably at the beginning of the day, so that the third-party can add them to your CRM or database.
• Weekly – Opt to have them report to you on Monday mornings so that you'll be ready with a fresh batch of the leads to use for the entire week.

Larger organizations can benefit from weekly lead digests since it simplifies the process, or you can do it daily if you're working with automation or the like.

Lead Enrichment

Your marketing campaigns might be able to stand on their own with the information you already have on them, but if given a choice, always aim to assign a part of your week for lead enrichment.

Set one day of the week just for lead enrichment, preferably right after your prospecting day.

This should help you create better messaging for your leads.

Adding New Leads to Your CRM

We like doing this at the beginning of the week to keep things organized, but you can do this daily if you're prospecting on LinkedIn Sales Navigator, for example.

Sales Calls

It would be best if you typically had sales call daily.

Preferably at least once a day.

Why?

This ensures a steady stream of new clients coming in.

Now your sales calls don't necessarily have to be closing calls; you can also interact with high-value prospects.

I advise scheduling this to a time of the day when you're full of energy and where your prospect is relatively free.

Don't schedule your phone calls at the beginning of the day, and your prospect is likely busy and you might be interrupting their workflow. Reserve the beginning of your day for internal meetings or initial rounds of prospecting.

Initiating Co...

***

>> I want to build a sales schedule <<

Digital Marketing News Roundup

• LinkedIn is getting a focused inbox
• Google search seems to have a form of continuous scrolling

Follow me on LinkedIn and hit the bell 👉 in/houstongolden

Want us to make you a LinkedIn Influencer with engaging content and outreach to drive sales?

Apply To Work With Us