Recently, I wrote about about creating specific, compelling goals that pull you towards what you want in your business, career and life.
It is important to have a goal written down, and it is equally as important to the write down the reasons why you want that specific goal. The drive to accomplish your goal is in the reasons why you want it.
With a specific goal in mind you have your target, and by being conscious of your reasons, you will maintain the drive to accomplish it. The final thing you need is a plan.
Some people are natural planners. They are able to look out over time into the future and visualize the actions and events that need to happen in order to get what they want.
For some of us though, this doesn't come as easily. We like to fly by the seat of our pants, or "wing it" as they say.
Generally, people who like to wing it are not as comfortable dealing in the realm of details and specifics. They are classic "big picture" people. They like concepts and ideas, and are good at creating vision and setting strategy, which makes for a good leadership.
While big picture thinking will direct us toward our target, the achievement of a goal actually happens in the details. This is where the rubber meets the road.
Think about that tire for a moment. The goal of a tire is the purpose for which it will be used. Does the tire handle best on snow and ice, or would it be better used as a formula one racing slick? Stating that you are going to create the best snow and ice tire is not enough to make it happen. The design of a tire starts as a big picture strategy decision, and ends with the specific details of the precise rubber compounds to mix and the depth and design of the tread mold.
To be good in sales, you have to have both big picture and detail management skills. You must create a vision, set the strategy, and lead people to the goal. You must also create a specific and realistic plan for yourself and others so that all involved know what it takes to accomplish the objective.
A good account plan will have both a goal and a specific plan. Sales account plans are often something salespeople just create because their management asks them for it. The process of planning though, actually begins to create the desired result in advance.
By being more specific in your account and territory planning, you will find that you are better able to spot the resources you need and potential problems and pitfalls far in advance. This will result in more wins and in cutting your losses sooner on weak opportunities. Also, you will have a bargaining chip with your management, in that you can show what you need in terms of time, money and resources to accomplish the sales objectives that are asked of you.
In making your sales and business plans, you start with the goal and the reasons. Then you create a plan. You take it down to a level of detail so that anyone could follow your instructions. This way, you are assured of getting the results you want because you planned them out in advance.
When people fail to reach their goals, it is usually due to one or two reasons: 1) They forgot why they were doing it and lost their drive, 2) They didn't know precisely how to reach their goal.
Without a specific plan, you can get easily derailed along the way because you didn't know how much time, money, skill, or other resources it would take to get what you want.
Plan out your sales activities. Plan out your quarter. Plan out your week - yes your week - in advance. Plan out your day. Plan out your sales calls. Plan out the questions you are going to ask, just as you would plan out an important presentation. Remember to have a goal and the reasons in mind for each plan. Build plans - you will be more successful.
Finally, don't be concerned as to whether planning will make you an "anally retentive" individual. Successful people set goals and plan for what they want - they don't concern themselves with such labels.
© 1999-2004 Shamus Brown, All Rights Reserved.
Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/
It is important that organizations find other companies to do... Read More
This evaluation is not for the "weak-kneed". Real questions to... Read More
Along with having an innovative supply chain, there's another reason... Read More
I'm not a baseball fan. Never have been. In fact,... Read More
In some situations, attempting to intimidate the other person will... Read More
Everywhere I turn, I'm being asked to weigh in on... Read More
A few weekends back, the Brobdingnagian Bards performed at the... Read More
Normally in this column I dispense highly-intelligent small business advice... Read More
When you think about ways to gain repeat business from... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
Some of the best sales people I have ever met,... Read More
As a professional service provider you face special challenges promoting... Read More
After reading and researching thousands of books, articles and other... Read More
Health insurance lead generation systems provide a stead stream of... Read More
Terminology / AcronymsABC figures: This is the independently audited sales... Read More
Sales is all about negotiating. You are negotiating from the... Read More
Hi, I'd like to discuss the most powerful words you... Read More
1. Settle On The Right Way ForwardThe purpose of your... Read More
Selling "-abilities": Reliability (Part 1 of 4) Most salespeople... Read More
No matter what you sell--products, services, or causes--one of the... Read More
With hundreds of direct sales companies out there, how do... Read More
Many companies are looking to improve upon the speed, security,... Read More
Sales information resource Just Sell, calls caring "sales love". Here's... Read More
Could casual Friday be undermining your leadership ability?One of the... Read More
"How do you create a perceived value to differentiate yourself... Read More
Have you ever wondered why some people use long sales... Read More
"Open-source" is typically found in the Information Technology area as... Read More
A closing question asks for a final decision. A trial-closing... Read More
While living in the technology age where everything is computerized,... Read More
Even in this day of websites, many customers want to... Read More
You stand there, in front of your great presentation material,... Read More
For many of you the Fear of Selling is a... Read More
Ever feel like you were "just a salesperson"? I think... Read More
Here's a chilling thought. If you were to die tomorrow,... Read More
Sometimes we can all use a friendly reminder to keep... Read More
Do you know why your customer won't buy? You've given... Read More
If you plan to do sell your product or service... Read More
You stand there, in front of your great presentation material,... Read More
Several weeks ago, I conducted a "Mastering the Cold Call"... Read More
You are the productWe're all in the selling business whether... Read More
Doing business over meals is a ritual that has existed... Read More
Sean works for a major telecom company.During one of our... Read More
With hundreds of direct sales companies out there, how do... Read More
Selling To Women - Selling To Men - It Isn't... Read More
Back in the days when I sold for CTV and... Read More
Article I of a two-part series.No matter what customers say... Read More
A white paper supports PR, marketing and sales because it... Read More
1. Animate your window display.How often do you change your... Read More
After our first half-hour telephone coaching session, when asked what... Read More
Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More
In my professional experience as a sales and marketing coach/consultant,... Read More
Part I of this article explored how strategies of Neuro-Linguistic... Read More
Long-term sales success has less to do with skills or... Read More
Most salespeople I know consider cold calling a dreadful, but... Read More
There are many tactics and techniques that go into converting... Read More
I was sitting at my desk last week when my... Read More
Do you have 5, 10, or 20 years of sales... Read More
An attractive woman has a decided advantage as sales representative... Read More
It is fairly common for real estate companies and mortgage... Read More
Lead Generation is vital to all businesses. All companies try... Read More
Last issue we talked about what motivates people to buy... Read More
Why do we get into sales? Typically it is two... Read More
Yesterday I received a call from a financial planner named... Read More
"If you do anything foolish or try to get out... Read More
By a show of hands, how many of you grew... Read More
Will you do just about anything, including sending out hundreds... Read More
Sales |