The last hour of work is my favorite. No, not because I can’t wait for work to be over. About 13 years ago I started my sales career selling alarms door to door in Southern California. One of the many sales lessons I learned in that role is that the last hour of the workday should be your most productive. In our office, we called this the “golden hour.” Our manager promised us that if we would push through until the very end we would talk to more people and be more successful, he was right. There were many nights where our coworkers were waiting in the car while we were closing the final deal of the day inside a new customer’s home.
In the B2B world, the last hour of the day does not have the same meaning as it did knocking doors. However, it is still my favorite part of the day because I get to look back at all of the hard work I put into the day and plan for the next day.
Creating and maintaining a schedule is important for everyone and especially important for people in sales. On my calendar I have the last hour of the day blocked off from any other meetings because this is the “golden hour.” During this hour I am doing the following things each day:
- Review The Day – I look back at all of the meetings I had that day. I think about what was accomplished, what I owe my prospects/customers as far as information, and what next steps I will take to progress the discussion further.
- Review The Next Day – I look at the next day to see what is coming up. I prepare for my meetings the next day by doing research on new prospects, prepare information and pricing for calls, and decide if I need to add any additional meetings internally.
- Update CRM – We use Salesforce at Concord but I have used other tracking systems. One of the most crucial things that gets missed in sales is keeping consistent notes and next steps updated in your CRM tool. This will help you remember each conversation you had with a prospect and it will help you forecast your deals more accurately which will make happier managers.
- Send Follow-Up Emails – Reviewing your pipeline and following up with your prospects should be a daily habit. This does not mean you email each person each day (because that is very annoying) but you should have a cadence of follow up that happens on a daily basis. My days are usually packed with calls and meetings so this last hour is the time to make the follow-ups to help progress deals.
- Clean Email Inbox – I am inbox zero all the way. Keeping a clean email inbox not only helps keep you organized but it really helps to prioritize the emails that need to be followed up with quickly. I have a folder system for all emails and at the end of the day I have either replied to every email or put the email in a folder to follow up as soon as I have the information I need. I have to attribute a large amount of my sales success to email so this is very important to me.
- Review Contracts – It’s important to know what stage a contract is in—whether it’s waiting for a signature or up for renewal. Taking some time to look through Concord’s inbox ensures I know when I need to send a reminder for signature or set a meeting to discuss renewal.
Hopefully, this will help you look at the end of the day differently, find more success, and smash that quota!
Zach Hintze is Concord’s Senior Account Executive.