We all live by the same calendar. The question is, "Are we proactive with planning and scheduling our milestones and achievements, or reactive to the passage of time and deadlines we should have been better prepared for?" We recap some of the basic questions which should be part of setting the vision and plans for your 2005 sales. 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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Two weeks ago we talked about working smart, setting clear objectives and milestones, and gathering the right team. We gave self-evaluation questions which clarify your operating climate. We hope you took the time to do this. In fact, it is so important that you shouldn't read any more self-help books, attend any more time management classes, or even read the rest of this sales newsletter, before A) completing the steps outlined by "What are You Doing Now to Get Ready for 2005's Sales Goals?".

If, and only if, all the basic questions are answered, can we go into our next set of Year 2005 planning homework.

First, establish clear and detailed metrics. Working from the first 4 questions on 2005 revenue and growth projections, detail these into quarterly and monthly milestones. Include specific numbers in the milestones. How many sales closures will be made and of how much dollar value each month? What growth will be experienced each quarter? How much sales activity must take place to realize the sales closure and revenue goals? What is the size of your needed sales force?

Second, have the correct motivation in place for 2005. Are the incentive plans in place to help your organization meet the goals of the company? Have the training programs been launched? The correct motivation and training will help guarantee that you are working from your strengths. Encourage the strengths and build them up. Focus and build on the strengths, and your weaknesses will not be a problem. They'll naturally decrease as positive sales and customer behavior is emphasized and rewarded.

Third, go back to the metrics. How will your goals be measured? When goals are measured, it becomes clear that success makes future success easier. When one measured milestone is successfully met, statistics are favorable that the next milestone will also be met. Metrics will allow you to measure and determine early whether you are on the right track or not.

Success is marked by a series of milestones laid out and then taken, one by one. Failure is typically marked by dreaming about step 10, but not doing the homework for steps one through nine. Success is also marked by focus. We at Sales Focus are here to help you gain that focus. Whether it's sales training, sales consulting, or complete sales outsourcing that best allows your company its proper focus, we are here. Do you need a new sales process, additional sales professionals to launch a new product or break into a new market, or sales management with the proper expertise to promote your company's strengths and goals?

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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