The DOs and DON’Ts of Sales Planning for the New Year

It’s that time of year again when we frantically follow up all our leads in a desperate attempt to meet our annual sales targets and then quickly outline a sales plan for next year to meet senior management’s budget deadline.

Before you know it, the year comes to an end and you’re either celebrating another annual grind or lamenting about your struggles.

Suddenly it’s the new year and the “vicious” sales cycle begins again.

But selling does NOT need to be an annual grind. In fact it is very possible for you to celebrate victories every year (regardless of market conditions) and rejoice in how much fun you had achieving them.

Many Bankers and Salespeople find that hard to believe because frankly they have committed to the same sales planning process year after year and fail to rise beyond mediocrity and marginal growth. Why work so hard and why stress?!?

Well, it’s not hard work if you simply plan better and seek to regularly develop your skills so you can also better execute your plan.

This year, before you punch out the same stock standard sales plan, consider these DOs and DON’Ts:

• DON’T develop your sales plan on your own and simply replicate last year’s plan.
• DO gather your sales colleagues and brainstorm what worked and didn’t work this year … and what opportunities are available next year.
• DON’T simply attempt the same sales activities the same way as you did last year.
• DO commit to further developing your sales skills, behaviors and beliefs so you can execute targeted sales activities far more effectively.
• DON’T wait until quarter end to review performance.
• DO a monthly performance review with senior management (or a sales colleague) and diligently reflect on what targets/activities are working and what support/modifications you may need. Schedule these monthly review dates at the beginning of the year.
• DON’T continue to request Marketing, IT, Operations and/or Senior Management support randomly or sporadically throughout the year.
• DO consider your support needs in advance of the year so that your support team can more effectively plan (and budget) to give you what you need.

Fundamentally a good sales plan requires these four elements:

1. Strategic focus based on a collective review and agreement on Goals and Activity
2. Skill development to more effectively execute the plan
3. Structure to review progress and modify focus/efforts if required
4. Support from your organization to help you better leverage opportunities

Of course there are many more considerations when developing your plan, but start by gathering your colleagues for a collaborative discussion.

Sales planning is NOT an Individual Event…it’s a Team Sport!

Don’t let business growth become an annual grind or a frantic struggle to achieve your annual commission. Bankers and Salespeople can develop a better quality sales life if you take the time to effectively plan (and review) your strategy and seek training (and enlist support) to help you better execute.

Do set a few hours aside this month with your colleagues to start planning for a better (and more enjoyable) next year!

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Article written by Joe Micallef – Sales Strategist & Coach – Grow UP Sales. For advice on how to create a more compelling online profile please email joe@growupsales.com or visit the webpage www.growupsales.com

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