In an effort to formulate a sales plan for yourself or your business in 2006, consider the sales activities that have gone well last year, in addition to those efforts that fell flat – including others who attempted to sell but failed at your business, and what might have made the difference between failure and success.
Jonathan Byrnes is a senior lecturer at MIT who writes a monthly column called the Bottom LIne and talked about using best practices as doctors do, to create standards of care. His seven step process that you can implement is a sound first step in identifying what works for your company, then replicating that. A big mistake many people make is that they have a general idea of what may work in selling, but not specifically for their organization.
Take a look at the seven steps and see how you can implement internally. The best part about using this process is that buyoff will be high because you are using what has worked before, from within your own organization, rather than an outside consultant’s views of your best next steps (although that can work too – depending on the outside consultant) The challenge is in keeping focus on these steps – identifying, codifying, training, coaching, measuring, compensating, and constantly improving. Before you implement, know and plan how you will follow through on a regular basis – otherwise this will be a poor use of time and energy.