Plan: It's Worth The Time

For a long time, I adopted the philsophy that doing something was better than doing nothing. After all, I thought, some activity was better than none.

However, during a recent move, I adopted a new strategy. I watched the movers carry bulky furniture and big boxes, and pack them in trucks.

They'd generally plan each truck load, spending time figuring out where each item would go so they could maximize each trip. The time they spent planning didn't "look" like traditional "activity." In fact, during the planning time, they "appeared" to be defying my philosophy that doing something was better than doing nothing.

From a distance, it looked like they were standing around. But really, they were investing time!

In truth, the time they spent planning was far better than the mindless, frenetic activity of just throwing boxes into a truck for the sake of getting it done.

Smart sales professionals follow the movers' approach. For every minute you spend planning for a sales call, you'll get it back in spades!

What information can you gather about your prospect before you meet with them? Get it! Use google, your own industry knowledge, and your detective-like skills to sleuth out everything you can about how, when, and under what conditions they'll buy. A lot of salespeople think they don't need to plan. They believe they can win by winging the call; they'll be okay if they rely on their "gift of the gab." Planning, however, is always better. 


Jeb Brooks

As the President and CEO of The Brooks Group, Jeb Brooks is responsible for carrying forward the nearly 40-year legacy of building world-class sales organizations. Having grown up in the business, helping organizations reach their full potential through transformational change is a part of Jeb’s DNA. Jeb's passion for sales and sales management developed at an early age when he began attending sales conferences with his father (and The Brooks Group's Founder) the late Bill Brooks.

Published on March 01, 2011

Keep up with the Latest in Sales Leadership, Selling Strategies, and Sales Hiring

The IMPACT Selling®

2-Day Public Sales
Training Seminar

North Carolina
July 09–10


for Sales Effectiveness

Sales Pro Central

Ready to maximize the performance of your sales team? A representative from The Brooks Group can help get you started.