This time of year, that phrase of "What's up for the summa'?" jumps into our vocabulary whether we want it to or not. It's the natural rhythm of the seasons, and, right now, with the catalyst of hotter weather and the kids being out of school, that rhythm pushes us into figuring out exactly what we're going to be doing over the next 10 weeks.
Plus, I really do need to do a refresh with "The Boys on the Bench" down at the Winhall General Store. (Look closely, and you can see one of them in the swing outside the front door) Then, I need to go over and visit Scott, the Town Moderator, who most importantly runs the recycling center with a strong culture, an iron fist, and, like most true Vermonters, a unique personality.
I always want to be on the right side of the town leaders like Lorraine at the general store and Scott up at the recylcing center...plus they're just solid, down-to-earth real people who have a very direct perspective on life...and, of course, politics.
But, for most of my down time this summa', I'll be walking across the street to the NH beach and starting the summa' reading discovery.
The beach is not only a great place for me to read, think, relax, and contemplate my navel, but it also has a built in rhythm to the waves and the tides that fits perfectly with the way that I think about business in general and the rhythm of sales specifcially.
rhythm to the velocity of bookings I'm observing in the majority of our customers over these past 90 days. Bottom line of that observation is that bookings always bunch up at the end of any quota period.
With the first half of the year behind us in eight days, next month is a great time of year to take your sales team on a one day retreat (or, as one of our unique clients better terms it.. "An Advance") in July.
The real value for you and your sales team, (or you also can do this with your senior leadership team taking a look at the entire business) is in the actual planning process and less in the plan that's produced ! Our experience is that this process of peer-to-peer-coaching-and-engagement works very, very well most of the time! And, of course, if you want, we're always available to facilitate you successfully through this.
To help you through this process, here's a guide that we just created that outlines the components of what we would recommend that you think about in the construction of your own Q3 or H2 plan. Your plan may be more or less complex than this just by adding to or subtracting from a few of these components. Whatever your plan actually becomes, we guarantee you that it will be far better than having no plan.
1. Any plan is better than "The Plan of Hope" !
2. You would never play any sport without a game plan, so why would you consider playing the most important game...your career as a professional salesperson...without a detailed Q3 game plan?
3. Have "pretty good" Strategies, have "very good" Tactics, have "excellent" Activities & Metrics.
Good Selling, Good Marketing...and Good Planning !
The time is now, not tomorrow !
Derby Management...for 25 years
-Sales & Marketing Productivity experts
-Business & Strategy Planning specialists
-Senior Management Coaches for CEOs & VPs
Boston, MA 02117
Jack's Cell: 617-504-4222
jack@derbymanagement.com