Given the confusion and uncertainty in every market that we're involved in as to the current business landscape, there continues to be a lack of clarity in how to plan for 2026.

Having said that, as we've experienced in every September-November annual planning cycle, most management teams will ultimately come together in an timely process. Like the seasons of the year, this fall planning process maps the natural rhythm of business, and well-performing management teams always figure it out.  My advice for this season's planning cycle: Focus only what you can control and don't get distracted by politics or by national and global economics.  Be aware, of course, of what's happening around you, but run this year's planning sessions on the mechanics of your products and your marketing and sales go-to-market tactical planning focusing on what your customers want and how they want to be sold and marketed to. In 2026, we believe that success will be all about customer mapping. 

One of the outputs of your business plan cycle will be your 2026 hiring plan. What we're experiencing is that this is a great time to be hiring with more people not only available, but at a much higher degree of quality...at least in Sales and Marketing.  BTW, for what it's worth, our forecast for 2026 is very positive!

Should You Be Looking?

The other side of that question is "Should you be looking?".  Personally, I hear that question several times a week.  Sometimes from individuals we've previously worked with and mostly from both my Gen Z and especially from my Millennial alums. A perfect example happened late yesterday afternoon as I was driving to Vermont, and I took an unexpected call from one of my May graduates asking about the offer she had just received and wanting to go through the math of the commission plan. 

If you're employed and thinking about changing your job, should you be looking?  Sure, why not...but only with a firm plan, a detailed personal playbook...and, of course a level of caution in exactly how you're going to market yourself.  Just a note: your success in this process will all focus on your personal marketing plan.  Experience counts of course, but don't waste any more time on your resume. Those that are not machine-read will be looked at for less than 8 seconds by the hiring manager. 

What I know from years of personal involvement and countless hundreds of calls asking for advice and connections is that the majority of people conduct their job search poorly.  

• Gen Z's, depending on their university, do it reasonably well, but it ranges from poor to excellent.
• Millennials, the same, plus they've had years of experience focusing on marketing their value.
• Gen X's are just sending out resumes and asking: "If you see anything, let me know."

You can also click here, to download a copy of our "The Marketing of Me" playbook, which will walk you through both the science and the art of what it takes to find the job you will love both emotionally and financially.  As always, if you have questions, just connect with me!

As I send this out from my Vermont office this morning, and I drive down the road a piece to the general store, for coffee, the temp here in my tiny town of 769 is only 43 and the leaves are already starting their own natural rhythm of the season.   

Have a great day selling today and a superb weekend!

It's time to begin your business & Sales planning for what lies ahead in 2026.

Think about taking a day out this September and October to tune up your business and sales plans.  Here's our free how-to ebooks for a few ideas: 
"Writing the Winning Sales Plan"
"Writing the Winning Business Plan"
"Writing the Winning Marketing Plan"
"The Marketing of Me"

We outline ideas on structure, models, process funnels, productivity tools and how to recruit, hire and onboard the best people.  A few hands-on guides for real managers written by real managers with their fingers in the dirt.  

Connect with me any time at jack@derbymanagement.com and let's discuss your own 2026 planning!