All Articles Leadership It doesn't matter when you prepare

It doesn’t matter when you prepare

1 min read


SmartPulse — our weekly nonscientific reader poll in SmartBrief on Sales — tracks feedback from sales managers and executives. We run the poll question each Wednesday in our e-newsletter.

Last week, we asked: Do you work over the weekend so your can hit the ground running Monday morning?

  • Yes, often: 39.75%
  • Yes, infrequently: 21.12%
  • Yes, always: 19.88%
  • No: 19.25%

A concept that resonates with sales leaders and salespeople I train: “Plan your work, and work your plan.” Put a plan in place that enables you to maximize your productive selling time as well as manage service and reporting aspects of your job. Some people prefer to do this Sunday night; others prefer to work after business hours during the week. As long as you and your salespeople have the right components in the plan, when you prepare and execute that plan can be determined by your work style and sales personality as they relate to time and territory management.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.