Reflect on success and start to plan

Jan 14 2010 by Richard Lane, The Journal

NOW that the snow has receded and you are able to get back into the office you will be focused on getting 2010 off to a successful start.

Before you charge off, prospecting for new clients, take a moment to reflect on last year, plan your focus for this year and make sure you tie up any sales loose ends.

As one year turns to the next there is a renewing effect. What’s behind us gets forgotten as our minds focus on the future, the opportunity ahead, the potential to achieve more. This renewing energy is important and necessary. It drives us forward, helps us stretch ourselves and reach for greater glory.

However, in order to be effective we must take time to learn from our past experiences, to plan our future actions, and perform at a higher level.

Reflect on success. When you win do you ask yourself why? Too often we spend time focused only on why we lose. Instead, make time to understand why you succeed.

Understanding why you win will help you learn how to replicate success, to identify situations where success is more likely and spend time on the opportunities most likely to convert into sales. This is a confidence- boosting activity and customers love to buy from confident people.

I sometimes hear sales people claim they do not have time to plan. This is fatal. Planning is vital. Unfortunately we can get so busy “doing” we forget why we are doing it in the first place.

Sales planning is too often like a New Year’s resolution – committed to, started with enthusiasm, quickly forgotten. Perhaps this is because planning does not deliver immediate and tangible results, for example, a sales order. Careful planning gives you an essential sales activity roadmap for the year. When we plan we often see new opportunities whilst gaining a clearer picture of the situation today.

There are many quotes highlighting the power and importance of planning. I like this one from Elmer Leterman, author of numerous best-selling sales books: “Luck is what happens when preparation meets opportunity”. I regularly write about effective sales planning at www.sellingatahigherlevel.com – to be successful in sales, planning is essential.

Finally, get yourself off to a great start in 2010 by applying rigorous focus to all deals that slipped from your forecast at the end of 2009. Use the New Year energy to bring these deals over the line. Don’t forget them. Get creative and do everything possible to close the contract, quickly. Not only will you feel great but you will kick any January blues firmly into touch through early sales success.

Richard Lane is managing director of Morpeth-based sales improvement firm Engleby Associates