This is a part of a series that was cre­at­ed to help you get the prac­tice of out­bound prospect­ing built into your com­pany.  This series will walk through the process, nec­es­sary roles, in addi­tion to guides for each role to help your com­pany get started quickly.  In the next few posts, I’ll be releasing the contents of a quick start guide for the outbound prospecting manager to use to attain success during this process.

In order for your outbound prospecting program to thrive, a model day for success must be established from the get-go. In a cold calling/business development role, there will be a LOT of distractions. However, if your day is structured and your distractions are limited, you will have a greater chance of achieving high efficiency and productivity.

Here is an example of a model day that OpenView has created for its own team of outbound prospectors, the research analysts:

• 8:30am-9am       Prepare for the day (personal organization and preparedness) OPTIONAL

• 9am-10am           Reactive activities

• 10am-12pm        Proactive Activities

• 12pm-1pm          Lunch

• 1pm-1:30pm      Reactive activities

• 1:30pm-4pm      Proactive Activities

• 4pm-5pm            Reactive activities(team meetings)

Proactive activities = outbound calling and sending high-priority follow-up e-mails after conversations

Reactive activities = responding to e-mails and sending low-priority follow-up e-mails

Additional resources:

11 Tips for Time Management for Sales… How to Plan Your Day to the Fullest

5 Important Steps to Keeping your Sales Process Moving Forward

Next week, I’ll be posting some thoughts to improve your conversion by turning your leads into qualified opportunities.