Saturday Morning Sales

Kevin Latchford


EOY Planning - December 5, 2015

Wow, this year has sure gone by quick. Those words have been flying around my office all week. And they are true, this year really has gone by quickly. Either that or I’m just getting old…probably both.


Every year since I began my career I enter the month of December with the idea that I will plan ahead for the start of a new calendar year. In the early years I’d procrastinate and then pay the price. I eventually learned my lesson and took the planning process seriously and have continued to this day.


I am often asked, however, if it’s really a big deal to plan for nothing more than a calendar change. What is really the difference in moving into the new month of January versus moving into the new month of September? Isn’t it just a date? And, if it’s just a date, why so much worry around planning?


The short answer is yes, it is just a date, but for many it is a fresh start. It is a fresh start to their annual budget, the money the customer/client can spend with you, or a fresh start to your customers/clients own list of projects. Since an overwhelming amount of companies now work on a calendar-fiscal year, January 1st is both a real start to the fiscal spending season for you, but also gives many the sense of renewal they need to forge ahead with their own business plans.


On a personal level, think of all of the New Year’s resolutions people make, and more importantly why they make them. With doing the research I am not going to pretend I know when this tradition came from. What I do know and what we as a society have been shown & told, is that the New Year is a time of personal renewal, a time to start things over again. And, this has also trickled into our business lives.


Our own company’s set annual sales goals based upon revenue and gross profit. They set goals on adding or releasing to the market new services or products. Goals by the company are then broken down by department, and for the sales teams and sales reps, these become our own goals for which performance will be measured.


And so, for the sales reps out there, don’t hesitate. Begin today, if you haven’t already, in preparing your EOY plans. Set your goals for the New Year. Work closely with your management on what is expected, and then prepare your own plan on hitting those expectations. And, finally, be proactive. Don’t wait for your manager to set your goal, rather set your own goals. 

Comments are closed