90-Day Sales Plan in 90-Minutes

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*This is the first part of a three part series!

It’s the start of a new year where everything is shiny, new, and polished. However, there will come a time during the course of 2018 when the inspiration wears off and internal motivation will need to take over.

Today, we will make the case for why doing things in 90-day cycles rather than annually is the more productive way to plan and execute. I can confidently say in today’s fast-paced world I don’t know where I’ll be a year from now, but I can realistically attack the next three months. Now let’s kickoff your first quarter in style by setting a dominant sales focus tied to weekly benchmarks!

The largest gap in the world is the “execution gap” of turning ideas into action. While helping you establish a 90-day sales plan we will focus on deadlines and benchmarks. Deadlines create a sense of urgency. Benchmarks hold you accountable to your actions.

Part I: Dominant Sales Focus

I don’t believe in setting “goals.” We all start out with good intentions when it comes to achieving something new. But when it comes to goals we lower them and lower them until they don’t resemble anything we set out to achieve.

The first exercise I want you to work on is setting a dominant sales focus number for the first quarter. This should be a tangible number as measured monthly. I believe everyone competes harder when there’s a scoreboard. Having a dominant sales focus that you revisit weekly will create a sense of urgency. The tangible number could be by volume or number of transactions.

Exercise: Set you dominate sales focus production number for the year and cut it into a fourth for your 90-day sales plan.