There are many adages that have been taught to budding salespeople over the years. Most of these are based on years of experience boiled down and then summed up in a few succinct words. One of the first of these that comes to mind is, “Plan Your Work, Work Your Plan.” In those six words is the wisdom of the ages, wisdom that applies to nearly any undertaking, whether it is sales or digging a ditch. When you are confronted with a task, plan, plan and plan; figure out what you are going to do, how you are going to do it and what tools are needed to successfully complete the job.