Skill + Do
Formally appraising your accounts every so often is not enough. You need more time to criticially think about your business. So…work on your strategic account plans regularly.
Most sellers put a ton of energy into their quarterly account plans, and then the docs sit dormant in the cloud, getting lonely. (Those poor little planners…sitting alone in the cloud and unattended can not be fun.)
The purpose of all that strategic thinking you did for the quarter was to help you manage your daily selling activities throughout the quarter and year. While it’s tough to get visibility for the upcoming year where you currently sit in early Q4, you will still benefit from writing info down now. Clarity will come for each quarter incrementally.
Start by asking yourself, "What is my revenue estimate per each account, and how will I get it? That question will lead you toward a needs analysis appraisal, ultimately driving you towards people (KDMs) and obstacles.
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Tomorrow - December 6
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Open your eyes on "Closed-Losts"
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Today - December 5
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SAVE your end-of-year commish
Read MorePlaying for extra cash every 90 days is a golden opportunity to create freedom both today and tomorrow. Tithe at least ten percent of each commission check.
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December 4
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Time mgmt: slow down December
Read MoreRegular and consistent focus on priorities and decision-making removes the sting of disappointment you might feel when appraising your time management skills.
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December 3
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Your REALLY fun holiday party (??)
Read MoreWhere else are ya gonna wear your bad holiday sweater that Aunt Alice bought you last year? Proudly wear it at your office holiday party in her honor…make Alice’s year!
“It takes as much energy to wish as it does to plan.” Eleanor Roosevelt
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