Cook Booking and Time Blocking behavior are two critical tools to assure growth in sales. It’s easy to stay focused on prospecting when you have no business and are new with an organization. However as sales people win clients, they often transition from selling to servicing those accounts and prospecting activity starts to drop. Typically we see this in the 12-24 month range.
In today’s market place there seems to be more competition and less loyalty which has increased client turnover. Therefore it is more critical than ever to establish non-negotiable prospecting behaviors and have solid selling system to identify, qualify and win new account if you hope to grow your business.
The Cook Book is a behavior GPS which outlines a path of what a salesperson needs to do weekly to consistently build their pipeline of new accounts, and Time Blocking assures that these activities are completed weekly. Without these tools in place, most sales people will experience significant up and down performance as well as flat year over year results.