Too many people in sales end up in Reactionary mode all the time. It is Easy to React, it is a lot harder to Plan your actions.
If one has Plan put together and you don’t end up always Reacting and saying yes to a customer every time they say Jump, you will find that your world will become a much more Stable and Predictable place.
Stated more in Terms of what you do on a Consistent Basis. This assumes a Build from the Bottom Up, but Execution from the Top Down.
Time frame: What is the Time frame for your Plan? It can be whatever you like, as long as you ensure that your activities fit within it. You can also set up Short Term and Long Term Time frames for the Plan:
- Goal: What is your Goal or Goals in Selling or being in Sales on a Short Term and Long Term Basis. It could be as simple as “Make My Number.” However, Strategic Sales Professionals Rise Above the Temptation just to make it all about Numbers
- Objectives: For Each Goal, you have Objectives. Stated in sets of Actions, Objectives can Span Short Term and Long Term Time frames. The Objectives help make sure that you are moving towards your Goal or Goals with Sets of Actions
- Actions: The Easiest to build for anyone in sales. The Trick is to makes sure that each Action will fit within a particular Goal. If not, you will likely be Very Busy, but what will you really achieve. This is the Nature of Bottom Up Execution.
Sellers with No Plan = Reactionary & Mistake Prone
Great Sellers have a Plan. It is not that the Plan does not change, but the continually execute against that Plan. Without a Plan, you will find yourself Constantly Reacting to a Customer or a Prospect. Is that really the way you want to live your Sales Life?