Please list all the monthly activities that you need to perform, to ensure that you achieve all your monthly objectives, below:

Remember that the activities, which you are going to perform monthly, need to be designed to ensure that you are able to achieve all the objectives you have chosen to achieve each month:

Example of Objectives:

• 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.

• 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?

Let’s look at a small cross section of the objectives described above, to describe the concept:

SMALL CROSS SECTION of MONTHLY OBJECTIVES

• 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 in terms of size and potential so that you can do the calculations as described

Activities required to achieve each of the example objectives:

• In order to conduct the monthly SWOT Analysis, you will need to set aside a specific date and time to do this.
• In order to conduct research, think deeply about the actions necessary to do this.

To make this work for you, explore all the monthly, weekly or daily objectives. Using these objectives, as a starting point, please then describe, what you are planning to do, to ensure that you achieve each objective?

Using the above example, as a guide, please list all the monthly activities that you need to perform, to ensure that you achieve all your monthly objectives, below: