The most successful business development person in his/her respective staffing niche will ALWAYS be the one who knows and understands his/her competition. As much as I hate the old saying that there's "A" time and there's "B" time. "A" time for a sales rep consists of the execution of everything you prepared in your "B" time. If that bothers you, you're in the wrong industry!
It's not fun most of the time, but was it fun studying for a test or pulling an "all nighter" in college in order to cram for finals?? We all tell our kids that if they think school is tough, wait till the get out into the real world! Well....we're in it now!
If you want to beat your competitor to the punch and get that open order 3 days before the competition, start burning a little midnight oil and prepare! It really doesn't take too much personal time if your consistent. On the other had, if you want to wait until monday morning to strategize who you're calling on and map out your sales week, go ahead. Guaranteed you will start falling further and further back.
I'll post next on how to get the most out of your "B" time. What to do and how to do it.