Planning - Sales Processes

Alas good selling may also require a degree of planning.

Let’s not get obsessed with over-planning and doing nothing else, but a good plan, which is then executed, will make you very successful.

Consequently, I run Strategic Account Planning and Opportunity Planning for managing the opportunities that are apparent from the Strategic Account Plan. But remember, it doesn’t matter how good your Planning is, how wonderful your ideas are, it’s actually about carrying out the actions which result from the planning. I will be reminding you of the follow through and helping you to carry out the actions.