Where the Selling Process is working
How to reach your goals for 2006
December is the perfect time to polish your goals and objectives for 2006. If you haven’t started, what is holding you back? It doesn’t matter where you are today; planning for success next year is a wise investment of your time. Here are a few thought on getting started.
Getting started
Begin with a review of last year’s sales plan and the
sales records. We want to take a look at what went well and how the
business grew or declined in certain areas. The best way to do this is
through your record of sales. Ideally we can see what segments of the
business had growth and what areas saw a decline from the previous year.
We want to examine the growth of certain markets and
evaluate
any trends that might jump out as we consider the different customers we
dealt with. We should compare our top customers against previous years to
identify trends.
It is important to take your examination of last year very seriously. You really want to breakdown the year into measurable items. We want to do this because we can’t manage what we can’t measure. When we know how much a certain customer did with us and in what areas, we can measure this against last year and next year. These numbers become trends we can make adjustments to in our business.
Profitability checks
Do we know what areas of our business are the most profitable? If we don’t know this information, we really need to have a handle on this. Take a look at the times in the year when things didn’t go as planned and when productivity was wasted. Could you have done things differently? It is also important to identify the areas where things went smoothly and were profitable. The idea here is to gain an understanding of where you want to focus your sales efforts next year and attract the right customers. You also want to consider how you will handle the problem areas of the business. If you need to fire a few customers or minimize a few services, do it to become more profitable.
Inventory your assets
Take a hard look at your personal and business assets and do a SWOT analysis of yourself and the business. The objective is to measure yourself and the business in key areas. If you are not familiar with SWOT, it stands for Strength, Weakness, Opportunity and Threat. Your goal is to measure yourself and the business in the SWOT areas so you can challenge the New Year. When you have an accurate inventory, you are ready to match this against your goals and plan for the New Year.
Setting your goals
Don’t expect to set your goals in one sitting. Take your time and do a competent job of setting your goals and planning for next year, it will take time. We have to remember that if we want different results than last year, we will have to do different things and make adjustments which requires planning.
If you want help in these planning areas, please contact us. We are offering our expertise in this sales planning area through December and you can sign-up for our web conferences later this month. These consultation sessions are FREE and you can learn more about our Selling Magic services. Space is limited so contact us today to reserve your seat in these sales and marketing planning sessions.
Good Selling.
Steve Martinez, Where the Selling Process is working
If you want more information on creating a winning strategic sales program, give us a call and let us share some of our Selling Magic success stories. You are just one contact away from reaching your sales goals, give us a call and we will show you how. Contact Steve Martinez, Where the Selling Process is working at (951) 277-0080 or at steve@sellingmagic.com
Schedule your
strategic sales planning session today!
Start increasing your sales today, contact us at
(877) 762-4423 or (951) 277-0080 or by email
sales@sellingmagic.com
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