If you're like most sales reps, you tend to take on each day as it comes. Make a bunch of phone calls, read and respond to your emails, and hopefully go on a couple of appointments. The more activity the better, right? Well yes, and no.
Certainly there is a correlation between activity volume and sales results, but activity for the sake of activity is not a strategy. We refer to this as the “shotgun”, or “throw spaghetti against the wall” approach – throw enough of it and something has to stick.
Unfortunately this hit or miss approach yields hit or miss results. Without a clear plan, opportunities are missed or lost, and you can spend much of your time spinning your wheels. This is why it is so important to take a few minutes to review your accomplishments from the prior week, and plan out your most important tasks for the coming week.