As a manager of many sales teams, sales organizations, and sales managers, I’ve found that the majority of their problems are caused by poor planning. The old saying goes, “Failure to Plan, Fail to Plan.” Why then don’t sales managers plan for the future?
Over the years of my training, I have heard many reasons from my students why they don’t plan. These are the most common.
I don’t know what to do;
I have too much on my plate and don’t have time to plan.
I like to be reactive and spontaneous. Planning stops me from being this.
I spend so many time solving problems that I don’t have the time to plan.
This is not part of my job description, so why should it?
Planning shouldn’t be a burden. It will help a sales manager become more efficient and effective. I have found that sales managers who plan are able to solve many of the problems that would otherwise take up their most time. Here are some tips to help you plan better if you’re not planning well. These are the top five tips that my students recommend, so I thought I would share them with you.
Tip 1 – Make sure you have time to plan.
You must commit to your plan and make time for it in your calendar or diary. It could be every day, each week, and/or monthly. Whatever the case, you need to write down the appointment times you use so that you don’t waste time on other things.
Tip 2 – Include your team in the planning.
As they might have to help you achieve the goals that you set, your team should be involved in some of the planning. They will be able to offer great ideas and will take responsibility for the plan’s success.
Tip Three: Change how you think about planning.
As a sales manager, planning is not something you have to do. It should be viewed as an opportunity to explore issues, potential opportunities, and other areas creatively. You will have a more complicated time planning if you view it as a task that must be done.
Tip 4 – Give yourself and your team goals.
Your goals will determine the quality of your plan. The best way to give your goals more substance is to make them SMART (Specific Measurable Attainable Relevant Timeframe).
Tip Five: Break down your goals into actionable plans.
A 90-day action plan has been proven to be an excellent way for people to achieve their goals. This allows sales managers to list the tasks and due dates. My action plans are divided into 30-60 and 90-day tasks. Each task has its own due date and a reason to be completed.
You can plan for the future and solve your problems. Don’t delay! Let me know how it goes. Your comments are welcome. Good luck.