Planning can be important. Abraham Lincoln famously said that if he was given an axe and was told he had ten minutes to chop down a tree, he’d spend the first nine minutes sharpening the axe. But don’t confuse constructive planning with the actual work.
Even Lincoln recognized that he would have to get down to swinging that axe pretty quickly. If you’ve been in sales for any length of time you’ll know the mindless humdrum that is ‘paralysis by analysis’ – the process of over-thinking rather than just making a decision which drives you nuts about your customers.