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The end of the year is rapidly closing in, and while everyone in your organization is focused on achieving their targets, it is a crucial time for sales leaders to start focusing on the new year.
At this time of year, I am working with each of my clients to begin to position them for success. I have listed the actions most organizations need to consider to exceed next year’s quota.
This is the best time of year to recruit, as top performers are evaluating their current situation—so you may lose individuals, but you can also add new team members. Assuming your sales quota will go up, you will need additional salespeople on your team to achieve those higher numbers. Recruiting takes time, and training new salespeople takes time, so get a jump on your headcount. On the flip side, you may have underperformers that you need to let go. Not having enough quality salespeople to achieve your numbers is the number one reason sales managers are let go!
Does the plan match your organization's strategic objectives? Is it competitive? Will there be changes to your products/services in the new year that could impact your compensation plan? It takes time to build a new compensation plan, so do not leave this important step until December! You need to test your new system and leave time for planning the roll-out.
Depending upon your sales model, review whatever templates you are currently using: Are they sophisticated enough? Do they achieve what you want them to accomplish? At a minimum, account plans should include a “strategy” and five tactical steps to either open or penetrate the accounts more effectively. Salesperson business plans should include more than simple forecasts; they need to include goal setting, training needs, marketing activities and business objectives.
One of the key components in building high-performing sales teams is the creation of the annual sales trip. There are many variations of the concept, and I don’t have room to detail them all here, but I will say that when we have annual team reward trips, I see great sales organizations. They build pride, team work and drive revenue.
Consider the skill level of your general team alongside any changes in your market, and then assess various training programs that are available. Create a budget and insert it into your new year's plan!
Each organization is different and requires a unique solution; however, these five basic actions will position you to be ahead of the game.
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, his consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout the world. His book Leading High Performance Sales Teams is a best-seller, and his fifth book, “JAMMED! for New Sales Managers" was published this summer. Ken provides keynotes, consulting services and products designed to improve business performance.
To learn more about five steps to better sales performance, visit our website, or download the free e-book.
