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Action plan
Differently
Differently? What?
We have looked at what to do more of, less of…and now differently.
Doing things differently is just that. If you have been ‘white-knuckle attached’ to using a paper
calendar and absolutely resisting using technology…it might finally be time to do things
differently.
Or you don’t want to make appointments with prospects you haven’t closed, preferring to follow
up in 2 days, because you think appointments are too pushy. Look at what it cost you in time and effectiveness.
C…
C…
Less of...
Yes, it is possible to do LESS of something!
It seems counter-intuitive to look at what we might do less of following a blog that focused on
MORE!
Maybe we could have talked less or talked less about things that were unimportant to the buyer
and only important to us. Or have spent less time on an interaction that was ineffective
(combine that with talking too much – ouch). Or we might have spent less time on non-sales
actions that kept sales actions from happening.
Or brought less resista…
More of...
In an earlier blog, we looked at ACTIONS – since actions are the only things that produce results. Actions are also measurable and observable so we can see if they are working.
When we evaluate performance, we need to look at the specific actions we took and the quantity of those actions. Did we take ENOUGH of them?
Or, did we need to take more impactful actions? Did we do things that were easier or more comfortable or more familiar – that didn’t work – instead of actions that would have bee…
Evaluation
As the year starts to wrap up, we have addressed finishing strong - and the actions associated with that – so that we can carry this perspective into the end of the year.
Progressing further into the final quarter, and in preparation for setting goals in December, we want to take a hard look at the year – what worked and what didn’t work – so that we can effectively and objectively evaluate actions that did, or did not, produce results.
Objectively evaluating performance can be tough – we want…
Bear Down
The strategy for coming from behind has MORE actions than the strategy for making goal when you are on track to do so.
That means elevating expectations and perspective of what it will take…to aim higher and be prepared to do what you need to do to achieve the goal.
That also means MORE outreach calls. Making more appointments. Closing more appointments and more sales…and doing more with the time you have or maybe extending the time needed to each segment of the period.
Notice your reac…
Coming From Behind
Are you falling short of your goal this period? Do you have ground to make up before the period ends?
Coming from behind is a skill and a process. And it’s a skill and a process that you will use more than once, as falling short of goal is not unusual even when the intention is to make goal consistently and to stay on track.
The process needs to be high impact…meaning it needs to produce results quickly. To do that, look to the business that is closest and easiest to close: appointments that …
Be Realistic and Honest
This month I'd like to dedicate time to discuss ENDING a selling period…and ending it on track and on goal, even if the month didn’t go as smoothly as desired.
We are now in the fourth quarter of the year, so the skill of finishing strong applies to the month as well as to the year.
Let’s start with being straight and realistic. You are either on track to make goal or you are not. You have had a specific number of opportunities that you have closed or scheduled, or you have not. You have sch…
Take the Actions That Create Appointments
Actions are the only things that produce results. When appointments are the target, there are specific actions to take, in a sequence, that will get them on the calendar, get them accepted via invitation, and get the result intended – namely, the sale. Here they are in chronological order:
- Organize your calendar to schedule 8-10 appointments per week – at times YOU set.
- Enter EACH customer interaction INTENDING to accomplish a sale or an appointment.
- Recognize when an appointment WILL be …
Be Organized BY Appointment
Last month my blogs were about ‘leading by example’ as a sales manager: to demonstrate Sell it or Schedule it with a guest, to coach a sales associate from Sell it or Schedule it, and to use Sell it or Schedule it as an operating system for interactions and intentional outcomes.
The same goes for being organized - by appointment.
When one is committed to making appointments and sees the value in making them, they will organize their calendar accordingly, with slots dedicated to appointment…
What is Your Relationship to Organization?
As a natural list maker, it still surprises me when I work with someone who relies solely on a daily to-do list and doesn’t use a calendar. Is that you?
A daily to-do list is an insufficient structure for organizing actions in time. They are good vehicles for prioritizing results per day…but using them exclusively fosters high stress and a narrow perspective…which is why I encourage using a calendar with at least a weekly view. It encourages a wider vision of the time allowed and the best tim…
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