Sell by Caring

The end of the year is upon us and as clients and prospects enjoy the holiday season this is the perfect time for sales reps to reflect on the year and begin preparing for 2011.  You may have an effective method for this but if not here are some items to ponder:

Did you achieve your goals for the year?
Take each one and reflect on how you did.
If successful should you take it up a notch for 2011?
If you didn’t reach it – why not and what should you differently?
Is the goal valid and should it be on your list?

Have you done the 80/20 exercise to identify your most rewarding clients?  If not read this post.

How will you handle the clients in the 80% category?
Are there any clients you need to fire?
What will you do to encourage and reward the clients in the top 20%
What is your plan to build the top 20% category and add more clients to it?

What did you do for personal and professional development in 2010?

Was it enough to keep you at the top of your game?
What is your plan to continue the growth in 2011?

What did you do to “give back” this year?

Did you share the wealth through financial contributions?
Did you support others by sharing your knowledge and/or time?
What did you do to nurture personal relationships?
Did you balance work and personal so your loved ones flourished?
Where you a valuable and supportive team member?
Did you coach, mentor and encourage your direct reports?
Was there time and focus to enjoy friendships?

Now that you have reflected on 2010 take these questions and look to 2011 – how will you address each to make the next year even better than this one?

What is your BHAG (Big Hairy Audacious Goal) for 2011?

What will you add or modify as you reflect and plan for success in the year to come?

Powered by Bookmarkify™