We start with four great planning questions that hopefully, are already answered for 2005. What will total 2005 revenue and 2005 profit margin be? What new markets will be entered in 2005? Can you write a list of companies you will follow a plan to close sales with in those markets? How many new clients and what dollar value in sales, of the markets entered this year and previously, will be captured during 2005?

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If the above are already answered, and you already have a track record that backs up your confidence in meeting and exceeding your 2005 goals, congratulations — you are off to a great start. If not, or if you're having difficulties now putting the details into your 2005 sales plan, let's start today to break out of the crowd running behind, and place you and your company ahead for Year 2005 and beyond.

First, realize that you have to work smart, but I've never met or heard of a person yet who works smart, whom didn't start by working hard. You can't skip the preparations and learning, and charge right into working smart, and please never confuse that with working "easy". It does get easier with accomplishment, but easy relates to smoothness, consistency, and parts of the team you placed together knowing their jobs and how to back each other up. It doesn't mean "lazy". In simple words, be smart, but also roll up your sleeves and get ready to jump in.

Second, even for your planning activities, set clear objectives and milestones. Plan to have the below self-evaluation questions answered by the release of your follow-on assignment -- in the next Sales Tips Newsletter -- on October 22.

1. Process - Is your sales force strangled by too much process or has management lost control and new processes need to be developed? One way to observe the effects of too little or too overbearing a process is to answer, is your sales force spending too much time on "no pay" activities? Are they spending time either closing the deals or researching their next sale as they should, or instead, waiting for direction?

2. Communication - Is your organization laid out for effective communication internally and externally to meet customer demands and expectations? Some related questions are, do you have a clearly communicated Sales Roadmap for your sales force? Are you giving your sales force the best tools to communicate the value you're bringing to current clients? Does everyone know your company's principles of customer service and perform customer service well? Are you building good relationships, internally and externally?

3. Revenue - Are you meeting your current revenue goals? Do you have a “tactical revenue generation” plan in place to fix the problem? Now is the time to do the full run-down on your Year 2004 metrics. Being well into the 4th quarter now, did you solidly follow planning for the year? Was your tactical plan well enough laid out and communicated that you not only followed it, you measured it and met or exceeded it? By the way, if following a tactical revenue generation plan in the first place, it gives you the momentum, structure, and freedom to both pursue and to not miss out on additional opportunities that come your way. It also gives you a framework to determine what is an opportunity, and what should be dismissed as outside your strategic focus and not worthwhile to pursue.

Third, gather the right team. Gather the right internal and external support. Call on us at Sales Focus Inc. for one-to-two day Round Table Workout sessions to jumpstart and accomplish Year 2005 planning on or ahead of schedule, or call on us for long-term support. Health care and medical services, IT, telecommunications, and many other types of organizations benefit from our experience through sales training, sales consulting, and full sales outsourcing -- it is determined by what you need to be sales focused and revenue generating.
 

Ask Max! Max-a-Million, the Sales Expert! What is YOUR sales Challenge? Ask Max the sales questions you want answered. Ask Max.

About Sales Focus Inc. Sales Focus Inc. is a consulting, training and outsourcing company that focuses strictly on sales. We help our clients during these difficult times to take business away from the competition. In down economic times, focused companies will not only survive, but also thrive! We offer cost containment and profit enhancement solutions. Profit enhancement is a different mindset than cost cutting. Cost cutting means doing less of something; profit enhancement implies doing more of something that will boost the bottom line. We represent the concept of focused profit enhancement solutions. Sales Focus is driven towards a single goal: "Generating Immediate Revenue for our Clients!" Whether it's implementing our S.O.L.D. Methodology, Developing Specialized Training Programs or Launching an Outsourced Sales Force, we remain focused on the goal of TACTICALLY GENERATING RAPID REVENUE.

For more Information or to see if we are a good fit with your company, contact us directly, 866.840.8305 or 410.442.5600, send us an email at info@SalesFocusInc.com or visit our web site: www.SalesFocusInc.com. Request a free white paper while calling us or visiting our website.

Sales Focus Inc. 3210 Florence Road, Suite B Woodbine, Maryland 21797 P. 410.442.5600 F. 410.442.5102 Toll Free: 866.840.8305 URL: www.SalesFocusInc.com

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