Step 1: Develop a theme for the year. Think of something that will motivate you and keep you on track (if you get distracted like I do). For example: 80/20 means focusing on the top 20 buyers/companies that will get you 80 percent of your business. Step 2: Set gross profit dollar goals for the year. Sure, you can focus on your sales goals and sales growth, but if you care about take-home dollars like I do, then the gold is in the bottom line, not the top line. Here’s the formula: Sales minus cost of gross sales (COGS) equals gross profit dollars. Step 3: Establish Key Performance Indicators (KPIs) for your plan. What are the one to three metrics on which to focus your sales efforts that, if reached, will drive your sales and gross profit dollars? For example: for me it’s company stores. I have a KPI to add 10 company stores every year. Step 4: Set task-oriented sales goals with metrics. These should be goals that tie in with your KPIs and help drive your growth and profitability. For example: meetings with decision makers, referral requests and time spent on revenue-generating activities are all sales-oriented goals for which you can add a metric to measure that either you reached the goal or not. Step 5: Create your 90-day rocks. Once you have your annual goals set, break down the top three to five into “90-day rocks”—these are the items you will hyperfocus on, and they all tie into your overall plan. Each quarter, set new “rocks” to keep you on target or tweak them as needed. Complete these five steps and you will then have a sales and action plan to help you get a jump start on 2022 and position yourself for your best year ever. Josh Frey is founder of Falls Church, Virginia-based distributor On Sale Promos and the Swag Coach Program. He is a 25-year industry veteran and front-line sales coach. Josh@swagcoach. com. Visit TheSwagCoach.com to register for his next Distributors Helping Distributors show and learn more about his promo coaching programs offered. PPAI: 111248 | ASI: 35375 | SAGE: 50327 | UPIC: ACCENTS | DC:101273 www.americanaccents.com 888.287.7883 Jar Openers 50 piece minimums! Full color digital imprint Available in 7 different colors 170+ stock shapes available Made & printed in the USA Made from triple layered PVC material Soft, durable texture adds gripping power Visit booth #3662 January 11-13, 2022 6¦ \RX LQ /DV 9HJDV | DECEMBER 2021 | 53 GROW
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