As football season is about to kickoff, it is well known coaches around the league are scrambling to perfect their playbook… their collection of strategies and plays will enable their team to succeed.
Sales Professionals should be thinking along those same lines. What strategies should you be doing to increase activity and drive success? What type of companies should you be calling on? Fortune 500? Or mid-sized? What industries? Healthcare? Or Finance? What titles should you be pursuing? Executives in Finance? Or IT? Finally, what are your go-to-market activities and who is responsible for them? Without clearly defined targets and activities, even well-intended professionals are likely to “fumble” and realize lackluster results.
Football teams that have a crisply defined Playbook and one that is well understood by all their players, know that the team will perform at their peak with fewer mistakes and maximum results.
Selling season is underway – what’s in your playbook?