What if you don’t like the view?

If you don’t like the view for 2010, then change it. What needs to change for you? Your focus needs to be changed and you have time to make that change. If you are focused on the economy and all that is related to that “news”, then you have missed opportunities with your clients. While they may not have spent as much in 2009, they are making plans for 2010 and they will need help. Will it be you or somebody else?

This year has been all about your staying power and having the courage to keep meeting and taking with your clients and prospects about their business. It has been a year to understand what your specific market is going to do in 2010 and how you position yourself and your product and service as a part of next year’s plans.

Are you going to be an expert and/or advisor to clients in 2010, having helped your customers “live” through 2009 or a bystander who is still trying to figure out “what happened” in 2009?

What do you know about 2010?

In relation to your business what do you know based on your 2009 experience? What has happened in your industry, what has happened in your sector of the industry and what has happened to your specific customers and prospects in your territory? If you have a knowing and knowledge of what has happened in 2009 and how you have positioned yourself in 2010 as a resource and expert to your customers needs, then you are ahead of the majority of sales people.

If you have been a bystander, it is time to get back into the game before it is too late, if it isn’t already. Like so many companies and maybe your customers have you too been bankrupted in 2009.

What planning have you done for 2010? What does the first quarter of next year look like? Have you been too busy being busy to realize that this year is going to be off and that you have no idea what next year is going to be like? This year is almost over and the work you needed to be doing to finish the year off was back in the summer. You need to be focused on next year and what needs to be done to be successful. You need to know what you need to be doing in January – now, not in January.

What has been most profitable for you in 2009? What are the new markets you have discovered or created. What is it that your customers need most from you and your company? Where are your strongest relationships with each client and where do you need to create stronger or new relationships? Take some time to look up and out at your business and personal life. What needs to change in 2010 for you to be successful? What will make you successful in 2010? I know that one answer is not keep doing what you are doing and work even harder.

What is happening out there?

Research across a variety of industries shows that over 40% of sales people failed to achieve quota in 2007; Sales and C Level attrition is growing in many segments – tied to poor revenue, profit growth results. That has not improved in 2009. According to Miller Heiman, less than 30% of sales people sell enough to cover themselves, less than
50% are on quota, while sales cycles are extending and gaining access to executive decision makers is increasing in difficulty.

What is your view?

Remember – Be careful what you ask for, you just might get it.

Sayers Says…

What is your view of 2010? What needs to change to make you successful or more successful in 2010? Have you been an active participant in 2010 or a bystander? What are your plans for January?

What is your 2010 view?

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