Sales Growth Strategies By Brian Tracy

Transcription

1 Personal Strategic Planning Sales Growth Strategies By Brian Tracy Introduction The indispensable first step in getting the things you want out of life is this: decide what you want. (Ben Stein) Clear goals and a plan to attain those goals are the starting point of personal and professional success. This program is designed to show you a logical way to develop your personal strategic plan. You will learn the Art of the General and how to apply it to your personal life and business. As a result, you will be able to accomplish more, faster and easier than ever before. In this lesson you will learn: The basic strategic model used by top sales professionals The purpose of strategy in sales The definition of happiness How to achieve whatever you want 1

2 Personal Strategic Planning 1. Take Charge of Your Life. a) The top 3% of people in every field view themselves as self-employed. b) See yourself as the President of your own personal sales corporation. c) Accept complete responsibility for results, for personal planning, productivity, performance and output. 21 There are four measures of a strategic plan that determines its effectiveness. a) EffICIEnt it is clear, simple and well thought out. b) CLEar you know exactly what you are expected to accomplish, and how you are going to achieve it. c) IneffICIEnt the plan is cumbersome and confused, and difficult to put into action. d) UnCLEar neither you nor your company is clear about what is expected to be accomplished and by what time. 3. There are four different types of strategic plans. a) TYPE 1 clear goals and efficient plans leads to high performance, efficiency and effectiveness. b) TYPE 2 - clear goals and inefficient plans leads to time wastage and ineffectiveness. 2

3 c) TYPE 3 efficient operations but unclear plans leads to doing the wrong things and getting the wrong results. d) TYPE 4 unclear goals and inefficient operations leads to failure in the present and failure in the future. 4. Successful sales professionals have a clear, written strategic plan, with detailed steps to accomplish the plan. The very act of thinking through and writing out a strategic plan will double and triple your sales and productivity Strategy is a tool that you can use to accomplish your goals faster. It is a vehicle that can carry you to average performance to superior performance. The basic strategic model we will use is called the GOSPA Model. a) GoaLS the long-term, specific measurable results you want to achieve, especially sales results, within a particular time period. b) ObjECTIvES these are the sub-goals that you will have to achieve throughout the sales period in order to achieve your ultimate sales and financial goals. c) StraTEGY this is the specific way that you will go about achieving your goals and objectives. d) Plan this is a list of the organized steps that you will take to fulfill your strategy, reach your objectives and achieve your goal. e) action this is a list of the specific actions and priorities that you will follow each day, each week and each month to achieve your long-term sales goals and meet your quota. 3

4 7. 8. All strategic planning leads to action; good strategic planning leads to efficient and effective actions that bring about measurable results. Strategy has been defined as The Art of the General. a) The mark of the leader is his or her ability to think and plan strategically. b) Top salespeople are clear about their goals and the ways that they are going to achieve those goals. 9. Strategic thinking has specific purposes in every area. a) The purpose of business strategy is to increase Return on Equity (ROE). It is to increase the return on the actual capital invested in the company. b) The purpose of personal strategy is also to increase ROE, but in your case this means Return on Energy. c) Your goal is to get the highest possible return from your investment of mental, emotional and physical energy in your sales activities. 10. Setting strategies gives you a clear blueprint to follow. This enables you to use your time more efficiently and get better results each day. 11. Happiness is the progressive realization of a worthy ideal, or goal. a) The very act of setting clear, written goals for your personal and business life makes you happier than you would be without goals. b) You feel happier as you feel yourself moving step by step toward the achievement of your most important goals. c) When you achieve a goal, large or small, you feel like a Winner. And your self-esteem, self-confidence and self-respect goes up. 4

5 12. Strategic thinking is one of the most powerful tools for accomplishment that exists; fortunately thinking, planning and acting strategically is a learnable skill. a) When you begin thinking and planning strategically, you may feel awkward and uncomfortable. b) As you become better at strategic planning and acting, you feel more confident and competent and get better results. c) In a short time, your ability to think, plan, act and get better results by strategic thinking will become automatic and easy, and a part of your day to day activities. Action Exercises 1. What three steps can you take immediately to operate with clear goals and be more efficient in your sales activities? 2. Give three examples of when you have used planning and strategy to be more successful in selling. 5

6 3. What are your three most important sales goals for the coming sales period? 4. What three objectives must you achieve in order for you to accomplish your sales goals? 5. What are the three best strategies you could use to achieve your objectives and accomplish your goals? 6

7 6. What are the three key elements of your sales plan to implement your sales strategy and achieve your sales goals? 7. What are the three most important actions you can take each day an each week to achieve your sales targets? What one action are you going to take immediately as the result of your answers to the above questions? Yard by yard, everything is hard; but inch by inch, everything s a cinch. Robert Schuller 7