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Do you have a sales action plan? If so, now is the time to make those necessary course corrections to ensure continued sales success.
With the all the talk about a slowing economy and the economic indicators also starting to reflect a slow down, now is the time for small business owners to sales professionals to return to their sales action plan within their strategic business action plan. By taking such proactive actions will help to ensure the continuation of the goal to increase sales.
A sales plan is only as good as the data within that plan. When the marketplace changes, the goals based on previous historical data may not be as easily achieved or may not even be achieved.
Think about sailing a ship across the ocean or just walking a path. When unforeseen obstacles happen such as hurricanes to fallen trees, what do you do? Most of us will make a course correction that will involve us detouring from the existing course or path.
This may be a small detour or a major one. Yet, taking this action will ensure that the ship does not flounder and sink or that you as an individual do not hurt yourself in trying to climb over that huge fallen tree.
What I have observed these last 10 years as a sales coach and executive coach is that most businesses fail to make course corrections even when they know that they are suffering economic harm. No where was this more evident than after 9/11.
Three months after 9/11, I gave a keynote presentation to a large chamber of commerce and asked this question:
How many of you as business owners or sales professionals suffered from the affects of 9/11? Over 100 hands were quickly raised. Then I asked what I thought to be a rather obvious question: How many of you returned to your strategic plans and made the necessary course correction? This time only 4 hands were raised and two of them were my clients.
Making those course corrections to the sales plan is really all about proactively taking action. Unfortunately, taking action is not what a lot of people do. These busy executives are so busy working in the business that they have failed to work on the business.
Sales planning is a necessary sales skill. Take some time and sit down to make those changes in your sales action plan to ensure that your goal to increase sales will be realized even during these uncertain economic times.
What other course corrections do you need to take to increase sales? Take this free sales skill
Are you looking for other sales coaching tips? Why not visit sales coaching gym that is designed to help you become better at selling while respecting your valuable resources of time, energy and money.
Leanne Hoagland-Smith, chief customer officer, helps organizations through business training coaching services to return to the purpose of business that being building ravings fans while increasing productivity and profitability. With offices in Chicago, Indianapolis and colleagues nationwide, she can help you become the Red Jacket in the Sea of Gray Suits. Call 219.759.5601 to schedule a free business coaching consultation.
Progression 2007 New Year@ Ocean Terminal