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Guest post by: Cheryl A. Clausen Become an Author

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Do you start your day with the best intentions? You plan to make so many calls. You plan to do some things to market yourself. You plan to talk to so many potential clients.

Yet, when the day ends you wonder where the day went. You wonder how the day is already almost over, and you didn’t get the important things done. You were busy all day you just weren’t busy about the business of selling.

Are you just a lazy lout or a disorganized fool who can’t get things done? I seriously doubt it. I strongly suspect you aren’t getting the things on your sales plan done because there are some serious problems with your plan. I suspect you fool yourself and make excuses for not getting things done, so you won’t have to face the issues with your plan.

The funny thing is it’s always easy to do everything else but what you’re paid to do, sell. It always appears important to do those other things even though they aren’t really important and they could be handled another way or by someone else. The important things are really simple.

The important things all lead to either an immediate paycheck or a future paycheck. It can’t get much more plan or simple than that. Yet, you continue to allow yourself to get distracted by other things that don’t fit in either category even though you try to fit them there.

What you’re doing is you’re playing an uncomfortable game with yourself. The game where you find ways to busy yourself doing things other than selling then you excuse yourself for not selling by pretending those other things had to be done, and they had to be done by you. All this activity to take your focus off the real issue, the real reason you aren’t following your daily sales plan.

You aren’t following your daily sales plan because you already know it doesn’t produce the results you want. It doesn’t consistently produce the results you want. It doesn’t predictably produce the results you want. In other words, your sales plan frustrates you because it requires a lot of activity to produce a little reward.

Rather than beating yourself up for not following your daily sales plan and doing things that frustrate you because they don’t produce the results you want step back and review your plan. If you haven’t already done so track the results your current plan produces for each action required. Identify the result you want each action to produce. Now determine what you could do differently to produce the results you want from that action. Then get the help you need to produce those results.

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