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In sales and sales management, the ability to set and achieve goals is essential to success in the profession. Most sales professionals don't exceed quota year-after-year by accident. Accomplished salespeople and sales executives create a plan, monitor their progress, and adjust their strategy when necessary throughout the year.
I thought I'd ask some of the accomplished sales executives in my network to share their goals for the new year.
"We're good at managing and growing our existing accounts, but it seems increasingly difficult to attract new accounts. In 2014 we are reaching out more aggressively than ever. More marketing dollars will be spent on magazine ads, website enhancements, trade shows, direct mail programs (we've chosen direct mail over email in the belief that email marketing is being overdone and is now largely ignored by recipients). In addition we're launching new sales programs targeted at smaller customers in an attempt to broaden our customer base."
Frank Casagni, Sales Manager
Electronic Fasteners, Inc.
A stocking distributor supplying quality fasteners for industrial, commercial, and mil-spec fastener markets.
"This year I plan to work with my reps to eliminate their reliance on discounting to close sales. We are focusing on selling value and holding prices."
Amara Projansky, Founder / CEO
Luminary Publishing
Publishers of Chronogram, ChronogramDeals, Upstate House, and custom publications in the Hudson Valley, New York market.
"My plan for 2014 is about planning. We act in such a tactical way I want to work on the strategic side of the business. My goal is to spend 5% of my time on good strategic planning as well as working on ways to make my company more valuable as a partner to my clients and more valuable financially. I want to take on 3 new projects for the first 6 months of 2014 and make them successful. I find we get distracted and get caught in the moment and are not doing the things that will make us great. How is the business going to look in 5 years? You cannot create the future if you are stuck dealing with the small things that gobble up time."
Bruce Steinberg, Senior Vice President
Relyco
A global provider of business printing and payment solutions, including laser and digital applications, high-security documents, and ePayment software.
"Coming off an incredible 2013 where we completed almost 500 transactions, my key goal is to continue the ways in which we engage with our customers. We build strong relationships with our customers and face tough competition, so it is critical that we are delivering value to them on every project from a cost / deliverable perspective as well as human capital. In addition, in a service industry, customer service is a priority. I am of the mindset that the customer isn't always right but in services the customer is almost always right! I would like my reps to embrace and expand upon customer service in 2014 by following up on every delivery in a timely manner."
Brian Newburn
Director - Corporate Sales Team
Black Duck Software
Assist companies in maximizing the potential of open source to build better software faster while managing challenges and ensuring compliance.
Thank you to all the sales executives who agreed to provide a quote for this article. I really appreciate your time and effort. Knowing what my peers are doing / planning / considering for the new year always inspires and motivates me. I hope it does for you as well. Best wishes for a strong and prosperous 2014.
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