Sales Thought: Goals- Objectives-Actions; Tight Linkage within the Plan Top Down & Bottom up – Ensures Sales Success

Sales Planning is generally a skill that has to be developed by Sales Professionals. Not many sales people are blessed with planning as a natural skill set.

By personality type, the Sales Professionals I work with typically have a “get it done now” personality type, focused on the other skills required by the Sales Profession. Sales actions are most often about getting things done to drive buying groups to a decision.

As one of my consulting friends often reminds me, “Our greatest strengths as professionals become our greatest weaknesses when we over-utilize them.”

The problem with the strength of “getting things done” is that, if you plan to work with a customer long-term, you have to build a top-down. The strategy that works for most teams is made up of:
• Goals
• Objectives
• Tactics or Actions

long- term plan.

Plans need to be top-down. The strategy that works for most teams is made up of:
• Goals
• Objectives
• Tactics or Actions

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