Your Sales Year in Chunks
I am one of those people that has a hard time grasping big concepts and find it easier if I cut them down into chunks. This is a chunky sales tip …
For planning purposes, let's look at the rest of 2019 and break it up into threes:
- Between now and the end of June;
- July and August;
- September through December.
The first chunk focuses on your sales activity for the next 10 weeks. That's the exact amount of time between today, April 22, at the last business day of June. 10 weeks. What could your sales activities be for that time period? How many calls could you have as a daily goal?
My recommendation is that you maximize your sales activity between now and then. This is a sprint to the finish line because what follows, July and August, is a wildcard of vacations and interruptions. It’s an inconsistent period of time so just imagine the benefit of having uncovered sales opportunities over these next 10 weeks.
During the month of August, you'll want to turn your attention to the three most important prospecting months of the year, September, October and November. Be thinking about a plan for that chunk of time. What you do or what you don't do during those 90 days will determine how your 2019 ends and how your 2020 begins. We'll talk more about this during the summer but I just wanted to plant the seed.
Each of these three chunks of time is unique and serves a specific purpose. One sets up another. Do you want to throttle back a bit this summer and enjoy the flexibility of being a salesperson who makes his/her own hours? You earn that right by focusing hard on new business activity between now and the end of June. Are you hoping to finish the year strong and come rocketing out of the gates Q1 of next year? That gets set up with the plan you make in August and then engage in September.
But first things first … I will leave you to ponder that first question: What could your sales activities be over the next 10 weeks?
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