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The 1-2-4 Rule in Sales and Selling - Simple and Effective
In sales we create our own rules, frameworks, process, strategies and tools which works in our favor and discard those which do not fit the bill.
Similarly I have created my own frameworks, rules and tools basis the experience I have gained over the years working across companies and industries. One such rule I follow is the - 1-2-4 Rule in sales and selling. This is applicable to any salesperson.
Few months ago, my friend took a new sales job at a Series A funded company. He’s good sales person I know, but soon after starting, he messaged me saying he was struggling.
All the problems he told me was because the day planning was not tight and measurable, the calls were random and adhoc with no call blocks which hindered in the pipeline creation process and meetings were not set dedicatedly to followup on calls which resulted in lesser conversions.
I suggested him the 1-2-4 rule which goes like this:
1 stands for ONE HOUR –
Everyday first thing in the morning - focus on PREPARATION and first thing to do is plan for the day
· Clients to call
· Proposals to send
· Followup calls
· Reporting work
· Meetings plan
· Route plan and so on
I believe that if you don’t plan your day, then someone else will and this is not advisable at all.
Once the planning is done go to 2
TWO HOURS of COLD CALLING. Post planning, a sales person should spend TWO HOURS by using call blocks in setting up meetings for the coming days, creating leads, filling his pipeline etc. Call block is a time period which is dedicatedly kept aside for doing a calling activity. No other activity will be take up during this time – urgent or no urgent nothing will derail this activity.
How to call block:
· Set an appointment with self using a google calendar for these 2 hours
· Switch off social media notifications, news alerts, watsapp messages etc which ever acts as a distraction
· Sit comfortably in a place where you will not be disturbed
· Let your colleagues, superiors know that you should not be disturbed in these 2 hours
Do this and see the difference in the productivity and efficiency
Last but not the least, the most important 4
FOUR HOURS in FIELD meeting clients, networking, building the pipeline, closing deals, follow-ups and so on.
If all the planning is done, calls are made and meetings are set then it needs to be followed up with meeting people demonstrating the value proposition and delivering solutions
This is a process which needs to be diligently followed and is inevitable to a salesperson, irrespective of rank and hierarchy (the process will remain however the form and intensity may differ as a salesperson move up the ranks).
1 hour - preparation
2 hours - Calling and building pipeline
4 hours - Meeting people, demonstrating value and networking
Just 3 months after our lunch, my friend called to say how he was seeing promising changes in himself and the overall results and was thankful for this advice and suggestion.
We are meeting again in few weeks, this time to celebrate the success and the positive changes he witnessed.
And that’s it for today. Do keep listening to my sales and selling podcast and Don’t forget to follow, like Hisales consulting on the LinkedIn and FB platform. Also check out my website www.hisales.in for free resources and blogs.
Lastly, let me know what you think and I greatly appreciate it. Myself Prakash Batna reminding you again “Selling is Fun, when you know How”. Take Care
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By PrakashIn sales we create our own rules, frameworks, process, strategies and tools which works in our favor and discard those which do not fit the bill.
Similarly I have created my own frameworks, rules and tools basis the experience I have gained over the years working across companies and industries. One such rule I follow is the - 1-2-4 Rule in sales and selling. This is applicable to any salesperson.
Few months ago, my friend took a new sales job at a Series A funded company. He’s good sales person I know, but soon after starting, he messaged me saying he was struggling.
All the problems he told me was because the day planning was not tight and measurable, the calls were random and adhoc with no call blocks which hindered in the pipeline creation process and meetings were not set dedicatedly to followup on calls which resulted in lesser conversions.
I suggested him the 1-2-4 rule which goes like this:
1 stands for ONE HOUR –
Everyday first thing in the morning - focus on PREPARATION and first thing to do is plan for the day
· Clients to call
· Proposals to send
· Followup calls
· Reporting work
· Meetings plan
· Route plan and so on
I believe that if you don’t plan your day, then someone else will and this is not advisable at all.
Once the planning is done go to 2
TWO HOURS of COLD CALLING. Post planning, a sales person should spend TWO HOURS by using call blocks in setting up meetings for the coming days, creating leads, filling his pipeline etc. Call block is a time period which is dedicatedly kept aside for doing a calling activity. No other activity will be take up during this time – urgent or no urgent nothing will derail this activity.
How to call block:
· Set an appointment with self using a google calendar for these 2 hours
· Switch off social media notifications, news alerts, watsapp messages etc which ever acts as a distraction
· Sit comfortably in a place where you will not be disturbed
· Let your colleagues, superiors know that you should not be disturbed in these 2 hours
Do this and see the difference in the productivity and efficiency
Last but not the least, the most important 4
FOUR HOURS in FIELD meeting clients, networking, building the pipeline, closing deals, follow-ups and so on.
If all the planning is done, calls are made and meetings are set then it needs to be followed up with meeting people demonstrating the value proposition and delivering solutions
This is a process which needs to be diligently followed and is inevitable to a salesperson, irrespective of rank and hierarchy (the process will remain however the form and intensity may differ as a salesperson move up the ranks).
1 hour - preparation
2 hours - Calling and building pipeline
4 hours - Meeting people, demonstrating value and networking
Just 3 months after our lunch, my friend called to say how he was seeing promising changes in himself and the overall results and was thankful for this advice and suggestion.
We are meeting again in few weeks, this time to celebrate the success and the positive changes he witnessed.
And that’s it for today. Do keep listening to my sales and selling podcast and Don’t forget to follow, like Hisales consulting on the LinkedIn and FB platform. Also check out my website www.hisales.in for free resources and blogs.
Lastly, let me know what you think and I greatly appreciate it. Myself Prakash Batna reminding you again “Selling is Fun, when you know How”. Take Care