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Sales Performance Help
- Achieving Tri-Dimensional Customer Interface Excellence
- Five Steps to Get Your Sales Team Un-Stuck Now
- Getting a Return on Your Sales Training Investment
- Partnering – All Talk, Few Walk
- Re-focus, Don’t Re-Forecast
- Sustaining Jump-Start Initiatives – The Four Keys to Success
- The Bottom-Line on Referrals – Turning Your Strategy Into Success
- The Key to Leading Sales Growth
- Training – A Lost Opportunity
- Value Positioning – Needed Now More Than Ever
- You Promised What?
Re-focus, Don’t Re-Forecast
The fourth quarter is here and the question may be "can we/I still win this game (i.e., meeting/exceeding sales forecast)?” Often the answer this time of year is not one sales managers or salespeople like to give. You may have to ask yourself, how did we end up here? Can this still be fixed? What are we going to do about next year? Here is a way to move forward.
Take a step back and think about your plan. Does it lack specificity? Are there too many tactics? Are the tactics disconnected? This requires a re-focus to get on track, not more planning or forecasting.
Re-focusing is not about creating a new plan; it's about identifying the one or two highest-impact behaviors in the existing plan that failed to be executed. Reflect on recent successes and failures so areas of opportunity can be quickly identified. If you’re a sales manager, clarify for each team member what those high-impact items are and then follow through daily to create urgency around executing what matters right now.
By re-focusing and prioritizing a few high-impact areas you’ll begin to see positive movement in your fourth quarter numbers. Further, you will be much more prepared and equipped to execute your sales plan in 2012.