Why Plan?

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We recently polled 50 sales managers on the concept of planning during turbulent times. In addition, we asked for input from the top 10 percent of their sales teams -- the top performers. Here are their top five responses when asked why they plan:

1) To protect their family and potential income
2) For unforeseen disability or problems
3) To control the flow of business
4) To reduce anxiety
5) To better use their time

These comments only serve to confirm the idea that salespeople will not survive an economic slowdown by simply hoping that you sell more or that your current customer base buys more. Account planning, territory planning, and pre-call planning are the keys to efficient selling in a down economy.

And here's the silver lining: If you are planning properly, you can reduce the number of calls you make. A well-kept secret is that in tough times, if we focus on the top 20 percent of our client base, our potential success increases dramatically.