Already deep into January....
The Scores are on the Board!
2019 in review
The scores have been on the scoreboard now for a few days since the official year ended on the 30th, and the final game tapes have been reviewed. There'll be a couple of minor adjustments made during this week, but the big numbers are already posted on the board!
Today, hopefully you're heads down and totally focused on completing the year ahead of plan. Whether you're in the profession of sales or you're an artist working on delivering the last of the Christmas ornaments, next week is the week when all of the marbles get measured. Yea, I know...the month doesn't end on the 20th, but for all practical purposes, it really does. Even if you're planning to work on the 24th and the 30th and 31st, you're going to be very lonely sitting at home talking to no one, so this is the last week to "Git-R-Done!"
As you're lining up calls, connections and closings today while keeping an anxious eye on the disappearing minutes on the clock, keep very focused on just three things:
Don't Overthink.Your work today and next week is all about your focus to close deals in five days from today!
You are not in the business of providing creative strategy or product development solutions for your prospective customer that will impact their business two or three years from now. You're the solution and business value provider whose company will provide the absolute best products and services that will improve your prospects' 2020 business results by increasing their revenue, their gross profit and their net income.
Be HumanWith a short countdown till launch of only five days, be human and project your own humanity of working 10 and 12 hours a day at this time of year to the person on the other side of the table-phone-text-email-videophone. They're just as stressed as you are and have equally stretched schedules of work, kids, teacher conferences, holiday parties and wicked travel. Yesterday, it took me two and a half hours just to drive from Logan to the Back Bay...and there were no accidents. Forget 128/95/495 travel at 7:00 AM or 5:00 PM, but also remember that that's the reality of what happens to your prospect every day. Be extremely sensitive to that type of reality and assess what it is that you could do personally that would reduce the stress, improve the time efficiency and impact the value that you and your products provide to your buying decision maker?
I'm running a two-day business planning session during the first week of January for 16 people. The real work is the technical stuff related to the prep, the interviews, and the facilitation of the meeting. I happily volunteered (and was immediately asked to do so) to take care of all of the logistics, hotel and travel reservations, food and everything else freeing up the senior team to focus on closing their year.
Buckle UpThis is crunch time; it's as simple as that!. This weekend and the next five days require 100 hours of work, waking up before the kids tomorrow and Sunday and getting in at 7:00 AM and not 8:30 all next week.
Do everything you already know how to do and make sure that you're physically and mentally on the top of your game because when it's over, it's over!
Now, get back to work, and have a great day today being remarkable!
You cannot not like Michael Porter...
The guy is just brilliant! Been around for a long time. Lots of books. Got the Five Forces Thing down. Senior professor at HBS. Has a building on campus named after him. And, he's a true Renaissance Man, who continues to do research, write and still actively teach. The Real Deal !
-120 applications in November
- Mentor workshops from January to March
- Selection of "The Final 16" in March
- Consistent individual hands-on coaching
- The final judging and awards on April 4th & 5th
- Excitement & disappointment at the same time
- Connections and advice everywhere
A continuous learning experience!
Rich Horwath, CEO of the Strategic Thinking Institute, found in his recent research that...
In almost every industry, Monday morning sales meetings are part of the DNA of running most organizations
Thanks very much for the comments and ideas from last week's blog post on "The (first) Five Rules". As promised, here are the remaining five. It may well be that you have your own, so let me and our readers know about your ideas by commenting below...