The Importance of Scheduling for Sales Professionals

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  • 0:03 The Importance of Scheduling
  • 0:42 Notebooks and To-Do Lists
  • 3:07 Reverse Scheduling
  • 4:17 Lesson Summary
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Lesson Transcript
Instructor: Rana Abourizk

Rana has a Masters Degree in Business Administration and is pursuing a Doctorial Degree. She has been teaching online for over a year. She has a strong business background.

Sales professionals need to make sure they schedule. Today, we will go over some of the ways they do that and why it is critical to maintain a schedule.

The Importance of Scheduling

Scheduling for sales professionals is understood as the way to fix times to complete tasks for a project or assignment before the due date. Sales professionals should organize times by using any kind of method that helps them meet their deadlines. They can use a notebook, to-do list or reverse scheduling. Many sales professionals have used these processes and found them useful for planning tasks and monitoring their progress. Scheduling for sales is important because it helps ensure sales professionals are making their daily goals, finishing their tasks, doing the daily duties to help make goals and monitoring their productivity. In this lesson, we will discuss each method.

Notebooks and To-Do Lists

Both to-do lists and notebooks are used by sales professionals. Some like to see the tasks that need to be completed down on paper. They're similar, but they're also distinct. A notebook is for taking notes and making comments on tasks needed to be done, while a to-do list is for planning tasks and marking them off when done. Using these methods, sales professionals can organize these tasks by priority and time. Below is a sample template of a to-do list that some employees use.


Let's take a look at a sales professional in action. Molly is a sales associate that works for a financial institution. A part of her job requirement is to make 50 calls a day to market new services, find customer solutions, answer customer questions and ensure the customer is benefiting from all of the account features. Molly uses a notebook and to-do list to do so. She writes all comments in her notebook. She checks off tasks that have been completed and writes important notes to refer to afterwards. After she does that, she goes into Excel and inserts the information in a client call tracker. The notebook was useful to her because she was able to write comments about the customer and make notes to herself. The notebook also has a lot of room to add extra information or reminders for the next working day.

Molly also used a to-do list. She used the to-do list to schedule her calls. This helped her save time and stay on track throughout the day. In the beginning of the day, she writes the names of the clients she must call and the amount of time the call may take. The less priority calls are added onto the to-do list towards the end. She also used the to-do list for planning tasks and ensuring each has been done. For example, by 1 pm, she had to call all customers who needed help with using services. By 6 pm, she had to call all existing customers who qualified for a certain product upgrade, and so on.

Molly also had a to-do list for what to say when speaking to customers. This included saying a welcome phrase with the customer's name, asking about the service, scheduling a meeting with the client to review the account, and thanking them for their business.

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