Thoughtful Thursdays – How is your year going so far?
Now that we are well into the third quarter, how is the year shaping up? There is no time like the present to review year to date (YTD) results and and project to the end of the year. I have found it a useful exercise to go through on a monthly basis, some will get by with quarterly reviews.
Measure actual against plan by customer and product/service. The sooner you know where the gaps are the sooner you will be able to put a plan of action in place. You may be one of the fortunate who is exceeding plan – congratulations. This does not mean you shouldn’t go through the process. It is equally important to know why sales are strong.
Once the gaps have been identified, prepare focused plan for each, paying specific attention to the tactical activities as year end will be here before you know it.
There will be instances where the plan does not come together, you want to be sure it is not a result of missed opportunities. Do not leave any stone unturned or any question unanswered. Review your projections and understand the successes and shortfalls.
As year end approaches you may find it necessary to monitor each target more frequently and in finer detail.
Put your business in a stronger position now to achieve year end goals and block off time for an in depth sales analysis.
Good selling,
Richard
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