As you move through a review of this first quarter by taking your team offsite to plan for Q2, keep in mind Eisenhower's quote of...
Most importantly, it's the consistency of the planning process that counts. Depending on the size of your organization, you should focus on creating a dynamic planning environment by involving all of your sales team. By adhering to this process, you'll discover that you will figure out, as a team, how to achieve your increased results over a couple of quarters. What we've found is that anything less than quarterly planning reviews of your results, discussing the best practices from the team and planning out detailed activity plans for the upcoming quarrter will just result in more educated guessing and playing around with percentages based on gut feel. And, if that's all you have for planning, you'll be guaranteed to be 25%-50% wrong in your forecasting.
Through the balance of March, 95% of your time will obviously be focused on getting across the Q1 goal line. What I would recommend is that you use the remaining 5% to think about and prep for Q2, which I always regard as the most important quarter of the year...
Pretty simple...but purposefully complex...questions, and definitely worth thinking through as you plan out not only the rest of the 2015 sales year, but also to step back and carefully think through your own personal career development.
Welcome to 2015. Starting out as a great year... as long as spring is really coming!
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