101 Successful Sales Plans
Five qualities for identifying whether your sales plan will prepare you for growth.
Special to the Worcester Business Journal
Ask yourself whether your sales plan has these five ingredients:
1. Sets measurable, specific, vivid, and motivating goals. Where do you intend to be in one year? What measures will you use to gauge your achievements?
2. Identifies the enabling objectives necessary to achieve ultimate goals. What objectives must you reach on the way to your goal? What new work habits must you develop and what old habits must you drop?
3. Outlines a logical order among the intermediate steps. What is the logical sequence for achieving your ultimate goal? What must happen first, second, third, and so on?
4. Establishes a reasonable yet challenging time line. When will you achieve your ultimate goal? When will you jump the intermediate hurdles?
5. Pinpoints the barriers between you and your objectives. What are the constraining forces either in you or in the environment? To what degree have they been talent, skill, or attitudinal shortfalls?
Dave Mattson is a sales, management and leadership training coach and is CEO of Sandler Training (www.closingsales.com).
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