I’ve enjoyed reading Art Sobczak’s TeE-Sales Tips emails for several years. He has a year end tradition about helping one review their year. Here it is – and please post your comments if this is helpful. Also visit Art’s site, Business By Phone
If you’re serious about having your best year ever in 2005, TODAY is the best time to start. I do suggest you take some time to sit down with these questions Think about your answers. Challenge yourself. Write them down. Them go to work! It’s quite simple: if you want to be better in 2005, you need to make some changes. Start now.
What are you going to do to improve your industry and product knowledge in 2005?
How many inactive customers will you revive and turn into regular customers again? What do you need to do to make that happen?
What will you do to ensure you’re protecting your best customers, and adding more value to the relationships? How will you sell even more to them?
How many new customers will you bring on this year?
How do you plan to do that, specifically?
What will you do to improve your physical health in 2005?
What, specifically, are your sales and production goals for 2005? How does that break down into quarterly and monthly goals?
How much more money will you make in 2005? How will that happen? What will you need to do, today, to take the first steps in that direction?
What will you need to do to increase THAT number by an additional 10%
What are you going to do every day to keep your attitude at a high level?
How much time are you going to spend, daily, to improve your own sales skills? What will you do?
How many referrals did you get in 2005? How will you get them? From whom? What will you do to turn them into sales? Speaking of referrals, will you please forward this issue to two others who would also benefit from these weekly Tips? (OK, that’s one of mine.)
In which areas will you improve your personal, family, and spiritual life?
How are you going to maximize the use of your time?
Where will you cut out the time-wasters in each day?
What have you been putting off that you will take care of within the next two weeks?
Who can you help to feel special every day?
What challenge, wish or desire–that you’ve never attempted before–will you finally achieve in 2005?
How will you do that? Why?
Where are you going to write all of this down so you can review and revise your plans regularly?
What will it LOOK like when you accomplish everything you’ve just been thinking about?