Planning in Sales, It Never Stops
b"Full disclosure, this is a happy hour episode, and we've imbibed some stronger than usual adult beverages. \\n\\nSo this one is a little less structured than usual. But it may be the most valuable one yet. \\n\\nMaybe.\\n\\nThe main topic we wanted to cover is the importance of planning. In case you haven't noticed, 2019 is almost over. So if you're not planning for the next year, you're probably already behind. \\n\\nKnowing what your goals are, how to get there from where you are, and what has and hasn't worked in the past will set you up for a successful year. And the data and knowledge that makes those plans easier should be getting collected throughout the year. \\n\\nSomehow, the conversation wanders to the pros and cons about commission and pay structure. An equally important subject, just not what we were planning. \\n\\nHowever, it does lead back to planning in that hiring managers and up should have a really good understanding of the needs of their salespeople and set up the pay structure accordingly. They are the people bringing in the business. They should always have a reason to be motivated, whatever that means for a particular industry or company. And that motivation should be enough to not only lead them to continued success, but to keep them as part of your team. If they don't have enough support and motivation, they'll go be successful for somebody else. \\n\\nThis kind of planning also ensures that your company has more than just one great salesperson. Because nothing (and nobody) lasts forever, so why would you want only one superstar on your team?\\n\\nSo this episode is for salespeople and their bosses. Or the salespeople that will be moving up and will be in charge of these things soon. It's time to change the culture of letting salespeople hang out to dry. \\n\\nLeave a comment or ask a question. Ask a bunch of questions. \\nHonest reviews help us get better; we want them all - good or bad.\\n\\nSign up for our emails: https://www.salesthrowdown.com/\\n\\nConnect with us on Facebook: https://www.facebook.com/Salesthrowdown\\n\\nCheck us out on Instagram: https://www.instagram.com/salesthrowdown/\\n\\nAnd keep up with us on Twitter: https://twitter.com/SalesThrowdown"