07
DEC
2010

PLANNING TO WIN IN 2011

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The end of 2010 is fast approaching, good luck, good health, and good fortune to all of you in 2011.

Sales managers and principals; By now, it is critical to have production results for 2010, and projections for 2011. The difference between excellence and mediocrity involves planning for success. Agencies with significant organic growth in this marketplace got there because they planned to get there. It was not dumb luck or just hard work, it was smart work.
Producers; By now, you should have your numbers crunched on your results from last year, and your business plans for next year. Producers with million dollar books got there because they planned to get there. It was not dumb luck or just hard work, it was smart work. It is critical to review your numbers from last year, and your business plans with a manager, principal or mentor, to get valuable insights and input.

Personally, when I review last year’s results, I have consistent questions I ask myself about my performance, and what I want to change moving forward.

Click on form this is the form I use for my year end report.

Once I complete this review, I ask myself questions about the future, and I set my sights on next year with a better understanding of what I want to accomplish, and what I need to change to get there.

You should be writing your business plan 90 -120 days prior to year end. This gives you a chance to fill your pipeline for 1-1- and 4-1 to get off to a good start.

Next week we’ll cover goal setting, the psychology, the purpose, and process of effective goal setting, the one master skill that sets you apart from 95% of all Americans.

Good Luck and Good Hunting in 2011!

David Connolly
David@iqsalescoach.com

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