We are now a few months into the new year. Often, at the end of the prior year, I spend time talking about the year ahead. I ask the sellers that I coach what they want to accomplish. Where do they want to be at the end of this year? We discuss their professional sales goals, and then we begin to make a plan together to help them achieve those goals.
I encourage them to make sure they understand the importance of high priority prospects or what we call target accounts. Ensuring sales teams understand how to identify, develop, and close (or walk away) is a critical part of sellers achieving their objectives throughout the year.