Prior to learning about sales planning, I might have encouraged young reps to work hard and keep a great attitude without seeing good progress.
There was a young lady on my team who didn't have much sales experience but did have a great attitude and "motor." In her first full month, I spent time going over a step-by-step process of how to look up old abandoned clients of reps who were not presently employed with our company. I showed her how to be busy even when the phones aren't ringing or traffic is slow. As she became more systematic with her day, her sales rose 50% over a two month period.Tommy Lucas