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Greetings!
 After 25 years in sales and sales management, it just doesn't feel like January until I write my annual sales plan. You know the drill. It's usually a "top-down" exercise. Divide the annual revenue across the 12 months according to sales reps, seasonality, product mix, or whatever else impacts your business. Then identify the marketing and sales activities to reach those goals. For a sanity check, do a "bottom-up" plan. Start with the number of activities you could do in a day and roll it up to the year. If they aren't similar, check your assumptions because something is off. January is also RESOLUTION time. Find out how to improve your "Sales Fitness" from my new column for the North Bay Business Journal. Good Selling, Kurt Shaver P.S. If you want some fresh ideas to help build your sales plan, then send me an email.
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Sales Mastery Starts January
Take your sales to the next level in 2011. Attend the Sales Mastery Series in Santa Rosa, Napa, or Petaluma. Chamber members save 50%.  How to Get More Leads - January - The 6 Best Sources of Sales Leads- How to Build a Strong Referral Network- Leveraging New Technology for Leads
Moving the Sale Forward - FebruaryWinning Sales Presentations - March
Negotiate and Close The Sale - April "You did a great job of covering a large amount of material in regards to closing the sale in a very easy to understand seminar."
- Nicole Arnone, New York Life |
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Partner Spotlight: Start 2011 with the Right Mind Set
 Sales Foundry seminars have a TACTICAL focus on selling techniques. For more STRATEGIC thinking, check out The Mind in Business from Productive Learning. This 5-week program helps salespeople and business owners discover where their thinking is limiting their success. In this five-part workshop, participants make business choices and quickly discover where they are missing opportunities because of "blind spots". As they begin to think in a new way about their business, they realize greater results. The program is very interactive and eye-opening! For more info or to register, contact Cassie McDowell at 415-250-8979.
"Attending the course enabled me to understand and recognize the thinking that has caused major obstacles in accomplishing my goals. I am now able to begin to design my thinking to support the desired results. This has resulted in a huge 'ah-ha' for me."
- Randy Lipsey, San Diego, CA
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Partner with The Sales Foundry
Hey, it's 2011. Time to get creative and leverage alliances to help grow your business. Do you have a product or service that would benefit salespeople, consultants, or business owners? Contact partners about working with us to cross-promote our businesses.
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See Previous
Newsletters and Sales Inspirations in the Archives
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Vote for the Winning Sales Inspiration
Last year I started Sales Inspirations to spotlight success stories. Now it is time to vote for the best one so I can award the $50 gift certificate. Who was your favorite?
A local printer out sells a large national chain.
A barrel salesman who built rapport with a winemaker.
A Quickbooks consultant who thought quick to win a new customer.
A solar salesman who shined after the sale.
Review full stories here.
Vote here.
Want to play along? Submit your own success story to us at Inspire.
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Hawaii or Fargo?
Did you see the story about the candy company that missed its 2010 sales goal? It resulted in them holding their year-end sales meeting in Fargo, ND instead of Hawaii. Honolulu was sunny and 82. Fargo was 7 degrees with 2 feet of snow. Brrrr. A clear message on the value of reaching goals.
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