Thoughtful Thursdays – A new calendar year begins
A new calendar year begins with stretch goals, approved budgets and anticipation of success.
Today’s sales thought is about preparing yourself for the inevitable ups and downs the coming year will bring to your way. Experience tells you that a forecast is only a best approximation and provides a guideline to achieving and exceeding sales expectations.
In spite of your best efforts and sound sales process execution you can be quite sure of the following:
- Some new sales targets will close and some will not
- Not all forecasted sales will not all come through
- Unforecasted sales will unexpectedly appear, seemingly out of nowhere
- Projects will be moved out, postponed or even cancelled
There is nothing you can do about the external factors that may affect sales for the coming year. Be mindful of them and be prepared to accept the consequences. Take advantage of good fortune that comes your way, and move on with the knowledge you have done all you can.
Relentless execution of what is in your control will maximize the realization of your opportunities. Thoughtful sales management and planning are key to making your numbers.
Analyze and learn from your hits and misses. Both can provide valuable insights into improving sales performance. Be mindful of, but not to dwell on the negative.
The opportunities are out there and it takes a concerted effort to keep your competition at a distance.
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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