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Tuesday, October 4, 2022

Sales Focus – Do you have a sales plan?


A goal not written down is only a dream. An effective Sales Plan has SMART Goals written down, and frequent accountability meetings to ensure good results.

“If you fail to plan, you are planning to fail!” ~ Benjamin Franklin

Of all the quotes about planning, this one is repeated the most. Throughout my career, I was fortunate to work for companies having outstanding planning systems. Planning. Executing. Accountability. More planning.

“If you don’t know where you are going, you’ll end up someplace else.” ~ Yogi Berra

Last October, we were working with a new client and asked, “What are your sales going to be in October?” He replied, “I’m not sure.” We then asked, “What were your sales in September?” His reply, “I don’t know. Are the monthly sales something I should be aware of?” It became obvious they did not have a plan; they did not know where they were. They did not know where they have been. Even worse, they had no idea where they were going; they were on track to end up someplace else.

“I’ve seen many friends and colleagues spend more time planning their vacations than they do planning their business.” ~ Mike Cooper

The sales planning process begins with understanding where your sales revenue is and what it has been for the last couple of years. The annual sales for 2018, 2019, and estimated for 2021, should give you the data needed to establish a 2022 sales revenue goal. Then break it down: by service or product category, by region, by quarter, and by month.

“Plan your work and work your plan.” ~ Napoleon Hill

Set yourself up for good results with quarterly results reviews, at a minimum. Schedule a Q3 2021 results meeting before the end of October. You still have plenty of time to make adjustments to impact 2021 year-end results.

What went wrong? Remove those activities and develop new tactics to use. What went right? Continue to do those activities and repeat them quarter after quarter.

“Planning means looking ahead.” ~ Mahathir Mohamad

October is also the best time to start 2022 sales planning. What do you want? How will you feel when you get it? What will it take to get it? Why haven’t you got it yet?

Are your products or services still in demand? Should you consider adding products or services? Do all your customers buy your most popular products or services? If not, how come?

“Luck is what happens when preparation meets opportunity.” ~ Seneca

Wishing you the very best of luck. Create a 2022 sales plan and Heat Up Your Sales!

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Mike Cooper
Mike Cooper
Mike Cooper is Certified Sales Coach at Sales Kitchen and Board Member at RideAssistNaperville.org. Contact him at Mike@SalesKitchen.com.

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