Good morning!
The strangest sales summer on record is three weeks away from being over and I wanted to talk to you about making some plans for the weeks and months ahead…
As I do every year, later this month I will be telling you the three most important prospecting months of the year are upon us. The roughly 90 day period between September 1 and November 30 are critical to your success and will determine how your 2020 ends and how your 2021 begins. What you do or don’t do in terms of sales activity will be the difference between one extreme and the other.
Starting today, you have three weeks between now and Labor Day. How will you use them? What can you do to get prepared for this final sprint to the finish?
Answering my own question, I have two suggestions for you:
- Identify your key opportunities— Make a list of the projects you have going. Put them on a spreadsheet and include a brief description as well as the next step or steps you need to take. It’s from this list that your future sales will derive.
- Come up with a plan for new business development to be engaged on September 1. Set some sales activity goals. Find an accountability partner. Get ready!
The most important part of time management is preparation. Thinking through both these next three weeks and the 90 days that follow by sitting with a blank pad of paper and a pen is a good first step.
You will thank me in January.
