Now that we are well into the third quarter, how is\u00a0the year shaping up? There is no time like the present to review\u00a0year to date (YTD) results and\u00a0and project to the end of the year. I\u00a0have\u00a0found\u00a0it a useful exercise to go through on a monthly basis, some\u00a0will get by with quarterly reviews.<\/p>\n
Measure actual against plan by customer and product\/service.\u00a0The 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.<\/p>\n
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.<\/p>\n
There will be instances where the\u00a0plan\u00a0does 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.<\/p>\n
As year end approaches you may\u00a0find it necessary\u00a0to monitor each target more frequently and in finer detail.<\/p>\n
Put your business\u00a0in a stronger position now\u00a0to achieve year end goals and block off time for an in depth sales analysis.<\/p>\n
Good selling,
\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"