We have all heard this before from someone. However I don't see it much from inside sales representatives. It seems that most (not all) cube farm sales reps feel that they can punch in and out at 8:30 and 5:30. If you have this mentality your very unlikely to succeed and even less likely to get the fat paychecks.
The first year of any sales job is key to future success. If you are only doing the minimum than you will only see the minimum. Take an extra hour each day to set up your prospects for the following day. (I find the morning is best since work can sometimes get in the way at the end of the day) Review the accounts you have/look for new ones, search out multiple contacts through Linkedin, Jigsaw, HarteHanks and google. Add information to your CRM that will help you to understand their business. I made a horrible mistake when I was new, I asked a prospect what they did and he laid into me. Don't make the same dumb mistake!
This extra hour will save a ton of time, think of trying to find the contacts during the day in between calls. You have to jump from site to site, not as productive. Plan your day, set up two time blocks for strictly calling. No inbound calls, no emails, just straight calling. You will get in a grove and start to feed off each good call.
If your new, or just looking to get to the next level try it out. It will help you plan your day, instead of your day planning you.
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