Planning For Success
By Janet Mueller
As a former district sales manager for 7 years with a large direct sales/MLM fortune 500 company, I found that having a planning day in my business was not only critical in keeping up to date with what was happening in a territory of 300 + representatives it was imperative for future goal setting, team development and a review of what is currently working, what’s not and more importantly what changes and activities need to happen next to ensure future goals and plans can be met and surpassed. I am going to share with you a few pointers: You have often heard that phrase Failure to plan is planning to fail. Be sure to schedule a planning day either 1 day each week, 1 day bi-weekly or at least 1 day each month. Depending on your sales order cycle. If you can schedule the same day each time that helps.
It’s an interesting fact that 80% of your business comes from 20% of your base!Thus focusing on your top 20% is priority!
Business Planning Activities:Rule # 1
This is YOUR day-no interruptions, no incoming calls it’s your day to devote to your business, you making outbound calls, your streamlined marketing plans! If there is not 1 whole day take at least a few hours! You owe it to your self, your business and your team!
Phone Call Ingredients: “Getting the most out of 1 phone call”
a) Congratulate those who are performing well in your team sales/clients/recruits
b) Encourage those who are not ordering to order right now!
c) Invite everyone you call to your next event meeting/class/training
d) Share current offers/special promotions discounts etc
e) Ask for referrals from everyone!
f) Remind all of next order due date
g) Throw out a weekly/monthly sales increase challenge or sponsoring challenge!
h) Ask for feedback? Who needs additional training/support help finding more clients, increasing their sales?
i) Business review: Identify what their goals are for 2005 schedule some 1-1 phone/face-face time to explore further.
Key Performance Indicators: Sales, Staff, Orders, Retention, Order Activity, Average Order Size, Recruiting
Staff x Orders x Average Order = SALES!!! = More Profit!
Re-visit your vision
For your business, keep this in mind (the BIG picture) as you plan becoming crystal clear is the first step: What is my sales, income goal for the next 12 months? How many clients/referrals/sponsors do I need? Break this down into bite size chunks, what does this look like for the next 6 months the next month, week, per day etc? Are your daily activities those of which that will generate more sales, new clients, new recruits etc?
Review your current up to date reports Grab a yellow highlighterPen! Take a look at what’s happening with the sales, clients, consultants, ordering activity, retention, sponsoring-recruiting etc. Are these KPI’s (key performance indicators) moving in the direction you want? Are they going to get you to where you want to be? Identify where the gaps are and look at ways to improve.
Top 20%
Grab a pink highlighter! Take a close look at your top producers, who is generating the most sales, most recruites, biggest sales increases. A congratulatory phone call to each of these would be my recommendation. A thank you note showing your appreciation would be great too.
TLC Calls
Grab a green highlighter Take a close look at who has not placed an order, this time, this week/month! who is not servicing clients? Who’s sales have decreased, who is servicing fewer clients, who is not ordering sales supplies/materials etc. This is a great opportunity to get on the phone and find out what’s happening or in most cases what’s not happening and get curious to find out why? Do they need some training? Are they struggling? Are they thinking about taking a break? If the latter comes into play remember to ask for referrals!
Inactive-Reactivate
Who is showing no longer active on your report? When did they leave, why did they leave, is a training need for the future? Here is your opportunity to invite them back! Re visit the earning opportunity for them? the great deals and products, show them how you can help them to become re-engaged get them started today! If they do not wish to re-engage you know what’s coming next…. Ask for a referral! Imagine.
Invitation Time
Since you are busy making many phone calls this is a perfect introduction to also share on your calls your up and coming special events and ask for RSVP on the spot! Sales meetings, classes, booths, customer appreciation days etc.
About the Author
Janet Mueller is in the business of “unleashing champions”. Helping people to take the lead on their life. Janet is a professional business & experienced life coach. She is the founder & president of Leadership In Excellence, Inc. Janet works with entrepreneurs, business owners & professionals helping them to achieve higher levels of success in their personal & professional lives. Janet has had the honor & pleasure of coaching over 3,000 people internationally. Janet provides one on one & group coaching. She invites you to receive a complimentary consultation to experience the power of coaching directly by calling her toll free: 1.866.265. 6507. You are invited to visit her website at: www.leadingtoday.com and to sign up for her FREE monthly “Leading Today” newsletter Email Janet: janet@leadingtoday.com
