How do you plan and carry out a productive sales week?
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A sales week should advance customer decisions while leaving room for new relationships. Use this routine on Monday and close with a short self-review on Friday. The worksheet works locally or alongside your organisation's Dynamics 365 Sales setup.
Continue in the business-area learning path
- 6 steps
- Total time: 45 min
- Preparation: 10 min
- Result: A prioritised weekly plan with customer outcomes, agreed next steps and clear handovers.
Required tools
- Worksheet and approved business application — Practise locally with fictional data. Apply changes in your work only within your agreed role and organisation's routines.
Working routine
1.Choose the week's customer outcomes
Review open agreements, promises and new enquiries before filling the calendar. Choose three customer outcomes you can influence, such as an understood decision process or an approved solution outline. Distinguish the customer's need from an internal wish to send a quote.
Do this and check the result
Record the customer, desired outcome, urgency, next action, owner and deadline for each priority.
2.Protect time for new and existing customers
Allocate time to prospecting, customer meetings, quotes and follow-up using real capacity and agreed deadlines. Include preparation and follow-through. Reschedule lower-priority internal meetings when they conflict with customer commitments.
Do this and check the result
Reserve specific calendar blocks. When new work arrives, identify the existing task being moved and who needs to know.
3.Prepare the conversation around the customer's situation
Form a hypothesis about the problem but let the customer correct it. Ask what happens today, what the consequences are, what improvement would mean and who must participate in the decision. A product presentation cannot replace discovery.
Do this and check the result
Prepare three open questions. End the conversation with a next step understood by both you and the customer.
4.Record evidence and uncertainty as you work
Update the relevant account or opportunity after the conversation. Separate customer statements from assumptions. Record decision participants, clarifications and the next activity. Change the expected date or stage when facts justify it, explaining the reason so a colleague can take over.
Do this and check the result
Use: confirmed need / unresolved issue / decision / next step / owner / date. Track only communication relevant to the customer work.
5.Close the week with learning and handover
Check approaching commitments and work someone else must take over. Review what was clarified, not only activity counts. Choose one habit to improve next week and ask the leader for help with a specific obstacle.
Do this and check the result
Practice case: You have 12 available customer hours but planned 16. Preserve customer-confirmed deadlines, batch similar work and agree postponements. A good answer frees four actual hours and identifies who must be informed.
Further reading
6.Official product context
The working routines and fictional examples above are ProsessPilotene learning material. Use the official product documentation below for product context; availability depends on your organisation's setup.
Microsoft: prospect to quote business process
Discussion
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