I've enjoyed reading Art Sobczak's TeE-Sales Tips emails for several years. He has a year end tradition about helping one review their year. Here it is - and please post your comments if this is helpful. Also visit Art's site, Business By Phone
If you're serious about having your best year ever
in 2005, TODAY is the best time to start. I do suggest
you take some time to sit down with these questions
Think about your answers. Challenge yourself. Write
them down. Them go to work!
It's quite simple: if you want to be better in 2005,
you need to make some changes. Start now.
____________________________________________What are you going to do to improve your industry andproduct knowledge in 2005?
How many inactive customers will you revive and turninto regular customers again? What do you need to doto make that happen?
What will you do to ensure you're protecting yourbest customers, and adding more value to therelationships? How will you sell even more to them?
How many new customers will you bring on this year?How do you plan to do that, specifically?
What will you do to improve your physical health in 2005?
What, specifically, are your sales and productiongoals for 2005? How does that break down into quarterlyand monthly goals?
How much more money will you make in 2005? How willthat happen? What will you need to do, today, to take thefirst steps in that direction?
What will you need to do to increase THAT number by anadditional 10%
What are you going to do every day to keep yourattitude at a high level?
How much time are you going to spend, daily, toimprove your own sales skills? What will you do?
How many referrals did you get in 2005? How will you getthem? From whom? What will you do to turn them into sales?
Speaking of referrals, will you please forward this issue
to two others who would also benefit from these weekly Tips?
(OK, that's one of mine.)
In which areas will you improve your personal, family, andspiritual life?
How are you going to maximize the use of your time?Where will you cut out the time-wasters in each day?
What have you been putting off that you will takecare of within the next two weeks?
Who can you help to feel special every day?
What challenge, wish or desire--that you've neverattempted before--will you finally achieve in 2005?How will you do that? Why?
Where are you going to write all of this down so youcan review and revise your plans regularly?
What will it LOOK like when you accomplish everythingyou've just been thinking about?
How good will it FEEL?
What will it SOUND like when you achieve these things?
Why COULDN'T you do all of this?
Any answer to that last one is not a reason, but rathera self-imposed limitation, excuse, or lack of desireor effort. The biggest deterrent to success looks usin the mirror every day.
I don't know about you, but I've gotta go--I'm not doneyet working on my own answers.
Now, go out and plan to have, no, COMMIT to ...... YOUR BEST YEAR EVER IN 2005!