Set Your Business Up For A Strong 2015

Calling all CEO’s, Sales Managers and Sales Professionals. Here’s a proactive way to amp your end of year sales as well as position 2015 as one of your best yet. The bonus beyond is enhanced training and development, and a sense of appreciation for your efforts from your clients.

Make a list of targeted joint call visits with your existing customers and clients. Rather than hunkering down in meeting rooms cranking out 2015 plan numbers and other admin type work, schedule an ambitious and aggressive client visit schedule. I’m talking visits numbering potentially in the hundreds! I have several clients that have taken my advice to get out from behind their desks and get out in the field with the Sales Professionals.

Take a page out of the book of Founder of Kinkos, Paul Orfalea, who spent 100% of his time in the stores, meeting with his store associates and the customers. In fact, he didn’t even have an office at corporate. I remember him telling me ever so clearly, it’s not the job of the CEO to “run” the company, it’s to “grow it”, and you don’t do that sitting in an office. Many of us can remember that tv airline commercial where the CEO gathers a group together with airline tickets in hand, declaring they all have been guilty of staying in the office, and it’s beyond time to get back out in the field!

Prioritize the list. Set specific targeted weeks when you will visit the folks on the list. Set the appointments with the clients. Use the visits as a way of expressing “THANKS’ for their business; discovering what their plans are for 2015; Ask what challenges they are confronting and how you might help; bring them something of value that can possibly help them in their business; and solicit their input on how you are doing as a “partner” and how you might be even better.

Map out an agenda that will be followed on all the calls, and role practice before heading out into the field. The better the preparation, the more impressive the visits. As well, design a follow-up strategy, keying on “immediacy is the key”. Don’t let the distractions of “the urgent” move you off your visit plan, and watch your uptick in business for the year end push, and off to a bullish start to 2015.