In sales and selling if your selling cycle is 60, 90, or more days; your year is pretty much complete! We have 74 days left in the year – WOW! So, when should we be selling into next year? NOW!
Have you ever thought of setting up a full one-year sales plan?
I have been working on this for many years. Mostly, it’s easy to set a daily, weekly, and even a monthly plan. However, it seems a daunting task and almost impossible to vision for 12 months.
I can see the entire year and I have worked with several good salespeople that can see value in continuously planning out the next 12 months. They have a rolling 12-month plan.
Today start working on your 12 months of 2021. If this is put together and the entire year is planned out, then it becomes easy to start building a continuous 12-month rolling plan.
I know that if I set up daily weekly and monthly contacts totaling 4,100 for the year, I will likely have success in meeting my sales goal.
See the numbers: Meetings face-to-face or zoom 200/Year, Telephone contacts 2,400 / year, other contacts (Snail mail, e-mail, text, etc.) 1,500 / year for total contacts for the year of 4,100.
Owning my last company, aerospace manufacturing, I taught and required salespeople to use this contact system for sales-tracking. Also, I provided and required ongoing sales training. Salespeople that “Got it” were extremely successful.
Get ready to set up the year 2021 with 340+ contacts per month, and watch sales increase.
Let me know your thoughts.
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