Tips for Better Sales Planning for 2017. With Bridget Gleason. #338
Welcome to another Front Line Friday with my special guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics: how to approach developing your sales plan for 2017 (for individuals and managers); the ideal timeframe for sales planning; sales manager planning and how to convert your plan into action.
KEY TAKEAWAYS
[1:59] What sales managers and sales reps need to do to improve the value of their sales plans.
[3:10] What did Bridget propose when she consulted with a large company about their huge ‘planning exercise’?
[5:49] From the Board, CEO, and VP, yearly sales mandates roll downhill. How sales managers should plan to meet these mandates.
[6:30] How sales managers should break top down goals into actionable quarterly goals strategies.
[8:20] How to hold yourself, or your team, accountable to achieve specific outcomes.
[9:14] With a roadmap, when you take a detour, you can find your way back to the objective.
[12:01] What is the purpose of calculating a rep’s lead deficit?
[14:23] How to deal with morale issues when reps keep missing their numbers.
[17:51] If you don’t like the details of your goals, can you change the variables in some way, to meet the same goals?
[23:37] Why it can make sense to write quarterly plans instead of an annual sales plan.
[24:58] Why a sales plan that just sits on the shelf doesn’t help you to hit your numbers.
[25:55] Where and when does action take over from planning?
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7yInsights from two of my favorite sales experts! Let's make sure those sales plans don't sit on the shelf with the elf!