Examine your monthly objectives and then describe all the monthly activities you need to perform, to ensure that you achieve all your objectives

• Explore all the monthly objectives, you need to achieve.
• Explore your own circumstances and then list in detail below, all the monthly activities, you will carry out to ensure that you achieve all your monthly objectives

Example:

• Conduct a monthly SWOT analysis of your customers to explore any positive or negative changes, which may require you to approach your customers differently.
• Research your customers each month to ensure that you do the following:

• Research your customers in terms of size and potential so that you can do the calculations as described below:
  • Choose at least 4 customers a month (5 in a 5-week month), to whom you will add meaningful value.
  • What value do you plan to add?
  • What sales enablement resources are you going to use to help you to do this?
  • What new Sales Enablement tools do you need to develop or have developed to support you to do this effectively?
• Explore all your customers and identify a minimum 8 customers (10 in a 5-week month), where you are going to look for cross and up selling opportunities.
  • Explore these customers and see if there are other departments or divisions, who are not using your organisation
  • Try to identify at least 2 lost customers each month and plan to try to reactivate them
  • Examine your customers and identify 4 customers each month (5 in a 5-week month), which you are going to find innovative ways to integrate into their businesses.

• What are you going to do to make the above happen?
• What sales enablement resources are you going to use to help you to do this?
• What new sales enablement resources do you need to develop or have developed to support your efforts?
• Ask at least 2 customers a week for referrals
• Ask at least 1 customer a week for a recorded testimonial
• Rate your customers A, B or C, based on the following criterion:
  • Your top 20 % of customers, based on turnover or potential turnover
  • Your middle 30 % of customers, based on turnover or potential turnover
  • Your bottom 50 % of customers, based on turnover
    • You should plan to visit your “A” customers at least once a week
    • Explore your top 20 % and identify how many customers are “A” customers
    • Note the location of each customer, so that you can use this for planning later
    • You should visit “B” customers at least once every two weeks.
    • Calculate how many “B” customers you have by using the 30 % calculation as stated above.
    • Note the location of each customer for planning purposes later
• Allocate, which week during the month you plan to visit each customer.
  • You should visit “C” customers at least once a month
  • The remainder (50 %) of your customers make up your “C” customers
  • Note the location of each customer, for planning purposes
  • Which week, do you plan to visit each customer?
  • Using the above as your input document, allocate customers visits, to ensure that you get to see each “A”, “B” and “C” customers enough times each month.
  • Build a customer plan for each customer
• Find out who the following people are.
  • Owners
  • Directors
  • Manager
  • Operational users, receptionists
  • Accounts people
    • What are the needs of each person?
    • How can you do to ensure that you meet these needs?
    • What sales enablement resources do you need to support your efforts?
    • What needs to be done at this customer to ensure that they have the best possible experience with your organisation?

Explore each outcome or objective above and make sure that you do everything you need to do to ensure that you achieve each objective.

If I cherry pick on objective, namely to conduct a SWOT Analysis once a month. The activity I would perform would be as follows:

On the last Sunday of every month, between 12H00 and 15H00, I will use the template in the Online SWOT Analysis to take a thorough look at my industry, markets and customers.

Go through each of your monthly objective in turn and describe in detail, exactly what you intend to do to achieve each one.

Remember that you are creating your own “PREDICTABLE SALES PROCESS“, which will define all the activities you intend to perform. If you take a short cut here, you may not be performing sufficient monthly activities to support you to achieve all your monthly objectives.

List all the monthly activities below: