Daily sales planning:
start with a number.

Start with ten calls.

“I’m going to make ten calls today.”

That’s a plan you can act on. Write the number down, put time aside, and work through the calls. When something else pulls your attention away, you have a clear commitment to come back to.

Ten is an example. Choose a number that fits your role and territory, and know that number when you start the day. If ten is your target, protect enough time to make all ten.

You won’t control whether every buyer answers. You can control whether you make the call, record what happened, and know what comes next.

Starting a sales day without a target is like getting in the car and driving without knowing where you’re going.

The number gives you direction. It also lets you look back at the end of the day and answer a straightforward question: did I do what I said I was going to do?

Then decide who gets those calls.

Once you have the number, build the list. Which territory are you working? Which clients need attention? Are you calling accounts that haven’t ordered in a year, or checking in with buyers who ordered last week?

Those are different conversations. Give them their own time.

One day, focus on dormant accounts you want to bring back to life. Find out what changed. Are they buying from someone else? Did something go wrong? What would make it worth taking another look?

On another day, focus on current accounts. Ask how the last order is moving, what customers are saying, and what the buyer needs next. There may be an opportunity for a larger order or a different product, but you have to understand what’s happening in the store first.

Splitting those calls across separate days gives you a clear purpose when you sit down. Keep any follow-up you’ve already promised a buyer on its agreed date.

Put a number on visits, too.

Dispensary sales are road sales. Calling only gets you so far.

When you’re selling to independent dispensaries, you’re building a relationship with the people running the store. The buyer needs to know you. The owner needs to see you showing up, checking in, and following through.

That means visits need a place in your daily plan. If today is a road day, decide how many accounts you’re going to visit before you leave.

Maybe that’s five stores in one part of your territory. Pick the accounts, check when the buyers are available, and put the stops in a sensible order. Give yourself enough time for the conversations as well as the driving.

Have a reason for each stop. Check how an order is selling. Get feedback on something you dropped off. Follow up on a conversation from your last visit. Ask what’s changed.

The visit target gets you out the door. What you do when you get there is how you build the relationship.

Give tomorrow a plan before it starts.

Before you finish today, write down three things:

1. How many calls will I make?
2. How many accounts will I visit?
3. Which accounts am I working, and why?

Have the names ready. When you start tomorrow, make the first call or head to the first stop. You’ve already decided where the day is going.