Your day and your week, blocked out
Put your own times in the blocks. Copy it, print it, or download the Word file.
Daily sales routine: [your name]
Work hours: [time] to [time]. Calls I plan to make a day: [number].
The day
| Time | Block | Done when |
|---|---|---|
| [time] | Plan (15 min) | Callbacks and meetings are on one list |
| [time] | Calls (2 hours) | [number] calls made, with email closed |
| [time] | Follow-ups (45 min) | Everyone I promised something has it |
| [time] | Meetings and prep | Each meeting has one question I'll ask |
| [time] | Lunch | Away from the desk |
| [time] | Meetings or a second call block | [number] calls made or meetings held |
| [time] | Proposals and quotes | Every proposal promised this week is out |
| [time] | Count the day (15 min) | Calls, meetings and outcomes are counted |
| [time] | Set up the next day (15 min) | The next call list and callbacks are ready |
The week: who I call each day
| Day | Who I call | Where the list comes from | Calls |
|---|---|---|---|
| [day] | Callbacks and open deals | Last week's next steps | [number] |
| [day] | New prospects | [your list or source] | [number] |
| [day] | Customers, for referrals | Customers who bought in the last year | [number] |
| [day] | People who went quiet | Deals with no reply in 30 days | [number] |
| [day] | Past customers | Customers due a check-in | [number] |
Rules
- The call block goes in the calendar like a meeting. Move it only for a customer.
- No email or chat during the call block.
- If the day runs over, cut admin and keep the calls.
End of the week
- Calls made: [count] of [target]
- Days the call block happened: [count] of 5
- One block to move next week: [block]
What goes in a sales rep's day
Put your day's four jobs in this order, because a busy day squeezes out the first one.
| Job | Why it sits here |
|---|---|
| Finding new people | Nothing else in the day happens without it |
| Moving deals forward | Follow-ups, meetings and proposals are what you promised someone |
| Everything else | Admin and email fill whatever time you give them, so they get what's left |
| Setting up the next day | The next call block starts as soon as you sit down |
Set up the next day before you log off
Fifteen minutes is enough. Pull the next call list from that day's row in the weekly schedule, add the callbacks you promised, and note the one proposal or quote that has to go out next. You'll start with a list instead of a search.
A filled-in routine: 40 calls a day, and who they go to
Marcus Tan is a made-up rep. Swap his times and numbers for your own.
| Time | Block | Done when |
|---|---|---|
| 8:30 | Plan (15 min) | Callbacks and meetings are on one list |
| 8:45 | Calls (2 hours) | 25 calls made, with email closed |
| 10:45 | Follow-ups (45 min) | Everyone he promised something has it |
| 11:30 | Meetings and prep | Each meeting has one question he'll ask |
| 1:00 | Lunch | Away from the desk |
| 2:00 | Second call block | 15 calls made |
| 4:00 | Proposals and quotes | Every proposal promised this week is out |
| 4:45 | Count the day (15 min) | Calls, meetings and outcomes are counted |
| 5:00 | Set up the next day (15 min) | The next call list and callbacks are ready |
| Day | Who he calls | Where the list comes from | Calls |
|---|---|---|---|
| Mon | Callbacks and his 12 open deals | Last week's next steps | 35 |
| Tue | New prospects | A trade show list | 50 |
| Wed | Customers, for referrals | Customers who bought in the last year | 30 |
| Thu | People who went quiet | Deals with no reply in 30 days | 45 |
| Fri | Past customers | Customers due a check-in | 40 |
The week adds up: 35 + 50 + 30 + 45 + 40 = 200 calls, or 40 a day.
He made 187 calls of 200. The call block happened on 4 days of 5, because one moved for a customer visit. He'll start that block later next week.
How to change it for your job
The blocks move around, and the calls still come first.
| If you're | Change this |
|---|---|
| In field sales | Use the call block to book visits, and plan your route by area |
| Part-time or running your own business | Keep one hour of calls at the same time each day, which beats a long block once a week |
| Getting lots of enquiries | Add two 30-minute blocks to answer every new one |
| New to sales | Halve the call block for two weeks, and sit in on a colleague's calls in the other half |
| A sales manager | Put 1:1s where your reps' call blocks aren't |
Counting your day in one tap
Counting the day from memory works, and it's one more tab somebody has to remember to fill. If your team uses Palby Sales Tracker, the count takes care of itself.
Each call and meeting is one tap on your phone, or /log in a private Telegram chat, and a wrong tap can be undone. Your week streak needs one activity a week. Leave weeks don't break it, and shields cover a missed week. Your weekly points goal stays between you and your manager. Logging never asks for your location, and the blocks stay in your own calendar. See it for reps.
30 minutes. You choose the day and the time.
Book a walkthroughKeep reading
- Cold calling tips
- For sales reps
Common questions
A planning slot, a protected call block, then time for follow-ups, meetings and proposals. Finish with 15 minutes to count the day and set up the next one.
The time you'll protect every day. Pick a block when your customers pick up, keep it for four weeks, then check your own counts to see if it's working.
Enough to reach your target, worked back from deals through proposals and meetings to calls with your own rates. Our [sales tracker template](/sales-tracker/templates/sales-activity-tracker) shows the sum.
Finding new people to talk to, calling them, holding meetings, sending proposals and following up. Most reps keep a count of it too.
It's a plan for who you call on each day of the week, such as callbacks one day and new prospects the next. It's the second table in this template.
List calls made, conversations and meetings booked, then who's due a callback. The bottom of our [call log template](/sales-tracker/templates/sales-call-log) does this.
Divide your sales for the period by the days you sold, so a made-up S$42,000 over 21 working days is S$2,000 a day.
Count the week. The End of the week block asks how many days the call block happened. If it's under 5, move one block rather than dropping it.
Yes. Copy it, print it or download it, with no sign-up and no form to fill in.