--- title: Why You Must Plan Your Sales Calls | The Sales Blog | The Sales Blog description: An ounce of sweat is worth a pint of blood. –George S. Patton I was giving a sales call planning workshop to a group of salespeople. I asked them to take ten minutes to complete a sales call plan for a mock presentation. They had all of the information and tools they needed to complete […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_92219893-copy.jpg --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event # Why You Must Plan Your Sales Calls | The Sales Blog ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) September 18, 2012 > An ounce of sweat is worth a pint of blood. –George S. Patton I was giving a [sales call planning workshop](https://www.thesalesblog.com/blog/without-a-defined-outcome-for-your-sales-call-you-cant-fail-or-succeed) to a group of salespeople. I asked them to take ten minutes to complete a sales call plan for a mock presentation. They had all of the information and tools they needed to complete the exercise. At the ten-minute mark, I called for them to stop working on their plan and present their work to the group. [![sales-accelerator-individual](https://no-cache.hubspot.com/cta/default/2922376/dd5a3b06-f705-4732-885d-7e700d447815.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/dd5a3b06-f705-4732-885d-7e700d447815) They groaned. The whined. They complained that I didn’t give them enough time to complete the call planning exercise. Now I had them. Feigning anger, I shouted: “Are you kidding me? You guys have never spent ten minutes planning a sales call in your lives. I gave you ten minutes more than you’ve ever taken.” We all busted out laughing because we all knew it was true, and I had made my point. Most salespeople don’t plan their sales calls. They believe that, because they’ve made some great number of sales calls in the past, they don’t need to plan their sales calls. But this is a terrible strategy for creating—or winning—an opportunity. The truth of the matter is that you are much better off planning a sales call, identifying the outcomes you need, aligning your call with [your sales process](https://www.thesalesblog.com/blog/the-difference-between-a-sales-process-and-a-methodology), and preparing to create value for your client. [![Information Disparity 2-part video series](https://no-cache.hubspot.com/cta/default/2922376/4247f96c-ae7f-48aa-a18b-74b3eaed168f.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/4247f96c-ae7f-48aa-a18b-74b3eaed168f) A sales call is a live [performance](https://www.thesalesblog.com/blog/every-sales-call-is-a-performance-or-it-could-be). It’s a good part improvisational, because your client can throw all kinds of things at you. But there isn’t any reason to not to plan how you want the call to go. There is no reason not to spend the ten minutes it takes to plan your parts. You plan your sales call because it makes you a professional. You share your agenda with your client and you give them proof of your professionalism. You plan your sales call because it makes it increases the chances that the call will go the way you intend it to go. If you have defined the outcomes you need, you improve the odds of achieving them. You plan your sales call because it allows you to follow your sales process, completing all of the tasks and gaining all of the commitments you need to increase the odds of actually winning an opportunity. [![sales-call-planner](https://no-cache.hubspot.com/cta/default/2922376/950750ea-fa09-426b-b86a-35fa16a5f85e.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/950750ea-fa09-426b-b86a-35fa16a5f85e) You plan your sales call because it is what professionals do, because it increases the odds that you get the outcomes you need, and because it allows you to create the kind of value for your dream clients that makes it easy for them to agree to the commitments you are asking them to give you. #### Questions Do you plan your sales calls? How much time does it take to plan a sales call? What could you gain by spending ten minutes preparing for a sales call? What would the discipline of planning calls do for your ability to execute on your sales process? How would this discipline help you when you plan for really big calls? [![New call-to-action](https://no-cache.hubspot.com/cta/default/2922376/b244ccb3-3105-475e-add2-28052d55bd3e.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b244ccb3-3105-475e-add2-28052d55bd3e) ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2012](https://www.thesalesblog.com/blog/tag/2012) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on September 18, 2012 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2023-02-22T10:41:21 AM", "datePublished" : "2012-09-18 21:35:09", "description" : "An ounce of sweat is worth a pint of blood. –George S. Patton I was giving a sales call planning workshop to a group of salespeople. I asked them to take ten minutes to complete a sales call plan for a mock presentation. They had all of the information and tools they needed to complete […]", "headline" : "Why You Must Plan Your Sales Calls | The Sales Blog", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/why-you-must-plan-your-sales-calls", "@type" : "WebPage" }, "name" : "Why You Must Plan Your Sales Calls | The Sales Blog", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```