If you´re like me, you spent at least a little time over the last month or so thinking of the fast start you plan in 2006. Maybe you´ve planned to give yourself a quota of cold calls to make each day or a minimum number of accounts to follow-up on each week. Regardless of your specific plan, I hope it´s not to work harder at things you planned to do last year or are already doing.
Working harder rarely results in meaningful change. Sure, you can get a bump in results from doubling your effort, but it´s rare to double your results from working harder.
While you can´t slack off, take it easy, and expect success, you can´t expect the world to drastically change in your favor from having doubled your hours of work from 40 to 80 a week. It would be great if it was that easy, but it isn´t.
If you want to drastically increase this year´s success, you need a plan that´s different from last year´s. Your plan may direct you to focus more or raise your level of commitment, but you need to add new activity to make a difference in results.
Look for new activities to add to your sales and marketing routine — write letters, make calls, join groups, attend meetings, meet new people, sponsor events, make gifts, etc. These are the things that can make a difference in your 2006 success.
What´s new for you in 2006? What new sales and marketing tactics and strategies do you have planned?