Do You Know the Best Time to Make Sales Calls?

by | 2 minute read

There’s a big difference between prospecting calls and sales calls. In a SalesBuzz column, Michael Pedone describes how to approach these two kinds of calls. Knowing when to reach out to prospects versus clients could save you time and result in a higher paycheck coming your way.

Pedone explains how his early training taught him to organize his workday for maximum efficiency. One of his bosses encouraged him to collect a huge number of prospects before he started actually making sales calls. The prospect bank, which should number between 250 and 500 contacts, must be constantly replenished. This list will be generated through your cold calls, cold emails, referrals, etc. and needs daily attention. As you well know, you don’t always reach a prospect on the first attempt, and you may weed out dozens of contacts before you can add a name to your pre-qualified prospects.

Once you have built your list, Pedone says it’s time to start making sales calls to these prospects. For the first part of each workday, he makes  ‘first-time’ sales calls to these prospects and keeps going until he reaches his quota for the day. Then, Pedone works through his ‘non-scheduled follow up calls.’

In the afternoon, it’s time to turn to pure prospecting. For a set period of time,  you should be calling, emailing and researching potential prospects that you can add to your pre-qualified list. And at the very end of the day, you should spend another hour making outbound sales calls.

Pedone uses this strategy because he believes that making calls to pre-qualified leads at the start of the business day is likely to get you the best results. His belief is backed up by research. Last year’s Small Business Marketing Forecast, published by Ad-ology Research, a division of Sales Development Services, Inc. and predecessor to AudienceSCAN, revealed that 38% of business owners prefer to be contacted by media sales reps between 9:00 a.m. and 11:00 a.m.

In addition, you might want to schedule your heaviest calling activity on a day other than Monday. Mondays are often when business owners are holding their own staff meetings or they’re solving operational problems that cropped up over the weekend. Business owners says the best time to talk to media sales reps are Tuesdays (45.6%) and Wednesdays (34.1%).

What do you think of Pedone’s advice? Do you strictly organize your calling schedule on a daily basis? Or do you have another method?

Kathy Crosett
Kathy is the Vice President of Research for SalesFuel. She holds a Masters in Business Administration from the University of Vermont and oversees a staff of researchers, writers and content providers for SalesFuel. Previously, she was co-owner of several small businesses in the health care services sector.