Example 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 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?