Far too many Sales Managers conduct weekly “One On Ones” to inspect the past week’s activity. Meetings like that could be more productive. “One On Ones” should be forward looking. The key focus should be on what’s happening next week… and next month. Is there a plan and is the plan being implemented?

Too many sales people rely on the phone to do their follow up because as you stated they don’t have a plan.

Planning out all steps of the sales process is an important lesson many sales people need to learn.

Stop selling ‘from the hip’.

The best time to follow up or to schedule the follow up is when you are sitting in front of the prospect.