How to Plan a Sales Route


How to Plan a Sales Route

by Daria Kelly Uhlig

For salespeople who work on commission, sales route planning is a cost of doing business. Every minute you spend thinking about your route or driving it is a minute you’re not engaged in an income-generating activity. Save time and money by systematizing your planning process to make your route more efficient and more productive.


Employ a contact management system to serve as the foundation of your sales route planning. Use a spreadsheet to list your contacts, their addresses and contact information. Include a column to categorize the contacts according to where they are in your sales cycle. Add additional columns to list the frequency with which you need to call on each contact, the date of the last call and to jot down notes about the outcome of that call and your goals for the next one.


Map your customers’ locations. Choose an appropriate…

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