The Sales Archaeologist

As we enter the last 60 days of the year the outlook appears to be getting better. It would appear that people are still spending in spite of the economy. It also seems like the instability in the market and the concerns about the 3^rd quarter may not have been as big of a concern as they were made out to be.

That said most companies are moving forward and the CEO’s that I am speaking with seem to be very focused on a very real goal of growth in 2012! What about you? If you are a CEO have you climbed out of the bunker yet? Or has your competition climbed out of the bunker ahead of you?

If you are a sales person have you made the commitment and investment in your skills that having a great year will require – or are you just hoping that you can do better than last year?

Here are 3 things you can do in November that will have a real impact on the topline and bottom line in 2012 –

1. Get the facts, the skinny and the reality on where you are now. We are busier than ever helping companies Evaluate their sales teams and helping individuals get a clear understanding of what needs to change if 2012 is going to be better than 2011. Timeline – before the Thanksgiving holiday.
2. Change the culture. Most companies, whether they now it or not have allowed their organization to fall into a rut – we believe the bad economic press and so the apathy and the doldrums may have permeated the entire team. Change it and shake things up. Provide clear leadership and share a big picture vision for 2012 with your group. Timeline – next two weeks
3. Be Committed and get your team committed. Of course you would like a better year but how committed are you to making sure it happens. Are you ready for the push back your organization might give you? Are you ready to overcome the excuses and the internal obstacles? Get the groups committed to improving first – then tell them how and when. Timeline – Monday Morning.

I am personally excited about 2012. I have a busy schedule over the next few months as I help some of my clients (who have already taken the steps above) get ready for a banner year. Given the fact that and I can only help so many clients at a time and during a year maybe we should talk sooner than later about helping you?