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Plan Your Plan, Execute Your Plan - 5 P's Your Way to Sales Success
March 21 , 2004 by Todd Natenberg"Preparation and Planning Prevents Poor Performance.”
But planning goes well beyond having everything you need to close a deal on a sales call. It goes beyond preparing for the unexpected. It's more than role plays and expecting the unexpected.
Planning starts at the beginning of the day, the beginning of the month and the beginning of the year and it continues right through the end of each.
But - in the world of sales- how do you formulate an effective plan? What are the critical components? What does it mean to have good "time management?"
Recognize tasks you do each week.
Have you ever had a day where you worked hard but had nothing to show for it? Have you ever had one of those days where you felt you did absolutely nothing, but somehow eight hours passed and it was time to go home? What do you really do every day? What do you really do every week? How much time do you really spend working? How much time do you spend working toward your goals?
Until you know the problem, you can't fix it. Until you know the formula for success, you can't repeat it.
Here's a suggestion: For one week, monitor the tasks you do, including how much time is spent on each item. Include everything from running appointments, to prospecting phone calls, to in person door knocks to checking voice mail and yes, even "socializing" around the office.
Expect Excellence!
Now that you know what you do, prioritize what is important. Determines those most critical criteria, and establish numeric goals for them. Label this "Expect Excellence." For instance, your numeric goals may include how many appointments you want to run, or how many cold calls you may make. The key to the "Expect Excellence" is these are weekly goals, not long-term. Break down your expect excellence as much as possible: Networking calls, networking appointments, first appointments, second appointments, first telemarketing calls, follow-up phone calls, and in- person door knocks are recommended.
Create Your Must Work Week!
Based on your tasks and your goals, formulate a "must work week" schedule. Arrange your day (8 a.m. to 5 p.m. typically) and insert - prior to it happening- your work week. What days will you do office work? What days will you schedule appointments? What days will you "prospect?" Attach to those tasks on those days, numeric goals to coincide with your "Expect Excellence."
Commit to Your Must Work Week
Treat this "must work week" as if it is your sacred Bible. Of course, things will change and flexibility will be required, but commit to sticking to it as much as possible. Question exactly what is a "customer emergency."
Ask yourself this question when you ever consider altering your schedule, "If you were sitting across from a customer who was handing you a check for business, would you leave the meeting to answer a phone call, would you jump on e-mail, or would you check your voice mail?" If the answer is no, then it's not an emergency.
Stay the path.
Time management: A plan to execute your plan to achieve your goals
"Customers do not care how much you know until they know how much you care; Sell how you want to buy."
Todd Natenberg, President, TBN Sales Solutions, is the author of the book, "I just got a job in sales. Now what?" A Playbook for Skyrocketing Your Commissions.
