A sales cookbook or sometimes called a prospecting plan, is simply a proven list of activities and behaviors you commit to every day and every week to drive success. It works just like a recipe in a cookbook: if you gather ingredients A, B, and C, and follow steps X, Y, and Z, you’ll reliably end up with the same result. In sales, that “recipe” translates into consistent behaviors that align with your income goals.
This means building a clear, actionable list of to-dos—that are measurable behaviors you hold yourself accountable to. For example, setting a mutual Up-Front Contract that defines next steps, or committing to a weekly plan such as ten new referrals, two networking sessions on LinkedIn, and 20 new conversations with prospects, etc.
Creating and sticking to a cookbook requires looking at your past performance, identifying what works, and turning it into a repeatable system. Get input from your manager if needed, but make sure you take ownership. Meet regularly to review your progress and refine the process.
Ultimately, a cookbook is about behaviors—the foundation of the Sandler Success Triangle of Behavior, Attitude, and Technique.
Practical Steps to Keep Your Sales “Cookbook” on Track:
Ask yourself: Are your current behaviors supporting your goals or holding you back?
Identify the daily and weekly actions that directly impact your sales success.
Commit to measurable, repeatable activities that align with your income targets.
Schedule regular check-ins with your manager or leadership team.
Use these sessions to review progress, refine your approach, and stay accountable.
Keep your sales “cookbook” updated to ensure it drives consistent forward momentum.
Have questions or want more guidance on effective prospecting and sales tips? Reach out to the team at Sandler NYC—we’re here to help you and your team succeed!
