Planning your year

Yawn Yawn.

Boring.

Oh, but dear blog reader planning can be anything but.!

I’m not a big fan of structure for structure’s sake, or for creating a plan that will live in the top desk drawer just so I can tick a box.   So, by mapping out how the year ahead will look, what results you can expect and how you will feel can get you really, really excited….

Here’s what you consider:

  1. Holidays: this is first priority. Schedule holidays in advance. We all need breaks. We all need rewards. We all need things to look forward to. When you know when your breaks will be throughout the year it makes all the difference. Block these out in your calendar, communicate them to clients in advance so they know and then you can plan around this. It also sends the very clear message to your soul that life is very much about fun… That’s why it’s number one.
  2. Peak selling periods: every industry has them. You know the cycles in the year when you need to plant the seeds, harvest and reap the rewards. Each cycle is just as important as the others, but if you do the right activity in the wrong time, you will experience pain. Segment out your year accordingly, and plan your marketing campaigns and selling campaigns.
  3. Markets: when do you need to go interstate or overseas? Plan it out. Be very clear about why, what you need to achieve before you leave in order to justify it and get cracking.
  4. Divide the year into 40 weeks of selling time. That’s really all you’ve got. Holidays aside, there are simply times throughout the year when the market uses that period to delay a purchase. In Australia, April is hell because of the phenomenon around Easter and Anzac Day. When you look at your sales target for the year and divide it by 10, what do you need to achieve in your peak months in order to enable your slower months to still make budget?
  5. Plan 1 key marketing activity for each 4 week block (yes, 10 marketing focuses across the year) and sales activity to support your target’s achievement.

December will be here before you know it…It will!

 

Plan to succeed. Whatever you focus on you will find so identify your big wins for the year, know why they’re a must for you. The how and what will take care of themselves.

 

 

View our other posts

Support one another

It’s been tough enough over the last 20 months: we don’t need to make others bad and wrong in order to move forward.  It’s low level, distracting and unhelpful.   Instead, let’s see how we can unify behind one another to lift each other’s energy, emotion and...

The state of sales leadership

We’re witnessing and living through a time we’ve not experienced before.    A phase of constant uncertainty about the future – even with “re-opening pathways out of lockdown”.  In Victoria, we were told our 4 month lockdown in 2020 was to end all lockdowns...only...

Are you someone who just breathes in?

When I first heard someone say this, I loved it because it says it all!    Are you someone who simply sucks the air in, or are you someone who contributes? I’ve written a lot lately about the obvious difficulties we’re experiencing, selling remotely in a market...

I’m not a salesperson – why this isn’t helping

It’s getting tired actually.    I mean, how deluded are we when we’re responsible for driving any of the following and not join the dots to selling: Memberships Clients Revenue Sales Donations Corporate partners Retention Services Subscriptions Participants...

Is it time to readjust your sales force?

With changes to markets, and so much disruption going on, it is inevitable that companies are looking to the levers they can utilise to maximise revenue, and reduce costs so they can respond well now and place themselves in a stronger position going forward.  ...

The antidote to uncertainty

It’s everywhere…and for good reason.  Uncertainty.  What will the future be like?  How will it impact our business/our team/our customers/me?  What do I need to do to be ready for it?  What do I need to do today? When we don’t have certainty we create it for...

Sales Teams Need Strong Leaders

In workplaces, schools, businesses, politics, communities we look to leaders for strength, truth, hope and a clear path forward.    This couldn’t be more important for businesses everywhere than it is right now.  The right leadership will rally teams together in...

Getting Back Up

How many times can a person be struck down before they just can’t bring themselves to get back up?  We each have a breaking point.    There are superhumans who have a well of inner resourcefulness they draw upon that keeps them internally strong when all about...

Truth

  We know when we hear it.  We sure know when we don’t.  Conveying it without brutality however, is a skill worth cultivating. It’s not acceptable to simply vomit truth bombs on others without any regard for that person’s feelings, experiences or context, and...

Courage

Have you ever woken up at 2am in a sweat?  Filled with anxiety and pacing the floor?  Have you walked around in your pjs in the wee small hours, looking into the fridge, not really knowing why, but hoping the answer will jump out yet at the same time, knowing it...