I get to work with a great many Sales Managers as I train their Sales Teams.

Some of the problems I see them battling with on a daily, weekly and monthly basis have been created by themselves due to a lack of planning.

So if planning is one of the vital functions of management, why is it that so many managers neglect this responsibility?

Here's what I have observed.

1. They are too busy putting out fires that a little planning might have prevented in the first place.
2. They don't know how.
3. The corporate culture doesn't expect it, demand it even want it.
4. They don't want the personal accountability that comes with planning.
5. They say planning prevents them from being responsive, spontaneous and creative.
6. No one else is doing it and they seem to be doing OK.
7. There isn't time. They have too much on their plate.

Here are a few basic ideas that you may care to consider when it comes to planning.

1. Set aside regular time each day, week, month and year to plan.
2. Don't see planning as just a formal process. See it as an opportunity to think creatively about: problems, opportunities, challenges, and corporate, department or people issues.
3. Refuse to accept that your annual strategic planning meeting represents all the planning you need to do for the year.
4. Push planning further down the corporate ladder to your team members. Get them to help you with your planning efforts and activities.
5. Don't end a planning session without some specific: expectations, activities, functions, goals, action steps, or some method of accountability or inspection.

There's an old saying...

"If you are failing to plan, you are planning to fail".

There's a great deal of truth in that statement. Don't create problems and stress for yourself in the future. Take the time, make time to create plans now that will ensure your future success. You'll find it a lot less
stressful too.

Have a great week. Make it a great week!

Wayne Berry

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Wayne Berry

Wayne Berry is Australia's TOP GUN® Sales Coach and most in-demand speaker on Sales, Sales Management and Negotiating. Author of the best selling book “How To Negotiate And Get The Best Deal Every Time” (Also available on CD). Wayne Berry also presents seminars and workshops and speaks at conferences on negotiating.

E mail: wayneberry@topgunba.com.au

Web: www.wayneberry.com.au

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