Sales Prospecting Best Practices

by Kelley Robertson

Prospecting is a key selling skill and a critical skill to develop if you want to increase your sales and achieve long-term success in sales. Yet, most sales people don’t invest enough time to this integral sales strategy. Part of the problem is that very few companies teach sales reps how to prospect. Here are five prospecting best practices for you to consider.

Allot a specific amount of time every day/week or month.

When my wife first started her software training business, our accountant said, “Devote a certain amount of time every week looking for new business.”

Prospecting is not a fun activity, at least not for most people. However, the more time you consistently invest prospecting for new business the more likely it is that you will never suffer from a sales slump. That’s why it is imperative that you block time in your calendar each and every week to prospect for new business.

Do you schedule prospecting time into your calendar every week?

Use a variety of methods to prospect for new business.

Too many sales people take the same approach week after week. Although they may generate good results it is critical that you use multiple methods and approach to uncover new business leads. Here are