The Sweet Spot


The “sweet spot.” You may look for it while driving a golf ball, hitting a line-drive or returning a tennis serve. It’s an elusive (but not unattainable) swing that gives you maximum power while using relatively little energy.

But sweet spots don’t always refer to sports. Even a sales position has a sweet spot. Your metrics will help you figure out your sweet spot – how many phone calls does it take to get a meeting? And how many meetings does it take to make a sale? Once you have that figured out, you can calculate just how many calls you need to reach your goals. That’s the sales sweet spot.

Scheduling has a sweet spot too. Call too close to the date you want to book a meeting and your client will likely be booked up. Call too far out from the date of your choosing and your client may say, “I don’t know my schedule that far ahead of time. Call back when we get closer.”

Finding the scheduling sweet spot can be frustrating, but we have a few tips on how to maximize the time you spend booking meetings.

Plan Your Work and Work Your Plan

We know, we know…no one likes those old sales sayings. But there is a reason they’ve stuck around for so long: they are true.

Flying by the seat of your pants is rarely a good idea when you’re in sales. Knowing where you’ll be and how long you’ll be there is key to your success.

Take a day each quarter and plan out the following three months. Decide which areas you need to visit, how long you need to stay in each one and put it on your calendar. Book your travel as soon as you can so it doesn’t slip through the cracks.

Take a Breather

While you’re at it, make sure you allot some time to get the little things done. Take an office day a few times a month to catch up on your expense reports, make your follow up calls and plan your rotation. Your future self will thank you.

Schedule 2-3 Weeks Out

Now that you have a plan in place, you can start making calls. But don’t just dive into the first name you see. Take a few minutes to sit back and assess your priorities. Like we discussed earlier, if you call too late and you’ll run into, “Sorry…I’m booked that week.” If you call too early, you’re likely hear that the schedule isn’t firmed up enough.

Look at your calendar and try to call areas where you will be in 2 to 3 weeks. That seems to be the scheduling sweet spot; it’s early enough to have a good chance of still having spots available and it’s late enough that schedules are being set.

Finding the sweet spot doesn’t have to be as frustrating as it seems. Have a plan and stick to it. Book meetings 2 to 3 weeks out and you’re likely to hit a home run.

The ESA Advantage

Executive Scheduling Associates works with wholesalers to create efficient territories and drive times.  Once those are established, using the rankings you provide, your ESA scheduler will start making calls on your behalf. Before she picks up the phone, though, she will do an analysis of your calendar and look for the sweet spot – the area in which she can make calls with the best likelihood of booking meetings, typically 2 to 3 weeks ahead of time.

Rotations laid out, rankings entered, and meetings booked while you focus on sales? That’s just sweet.

What's your sales sweet spot story? Tell us in the comments below. 

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