Sales People In General Chafe at Planning of most Type: Account, Opportunity or other – To Most it is all about Execution.
Not many sales people are blessed with planning as a natural skill-set. Sales Professionals 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 have a long- term plan.
Plans need to be Built Top Down. The strategy is made up of:
• Tactics or Actions
Sales Teams tend to have an easier time building the Actions- it is where they Live! As they move to up to Objectives and Goals, the Idea of Planning Plan becomes a bit more confusing. That is why the Top Down Build process works the best from a Build Perspective.
A Plan prevents Sales Teams from getting lost. A Plan helps the Sales Team understand how all the account activity ties together and leads to a defined outcome. By having an Agreed Upon Plan, Sales Teams are in a better position to ensure the work the hard work going into each particular account will always lead towards the defined “end” game.
Take a Quick Check: If your Action Does not Support an Objective which Supports a Goal, what are you really doing? Just “Being Busy” is not a challenge for most teams. But where does it really lead you?
Without a Plan, you will “Do” a lot of “Stuff.” But will it really lead you further down the path of Success?
To Summarize: It is all about Linkage – Top Down and Bottom Up!