annual planning

In this dynamic episode of the “Two Tall Guys Talking Sales” podcast, hosts Kevin Lawson and Sean O’Shaughnessey, delve into the importance of strategy in successful sales performance. Using a navigational analogy, the hosts discuss how just like using an app like Waze, successful sales also requires anticipation and understanding of the challenges on the way.

Drawing parallels between navigation and sales, Kevin and Sean underscore the value of proactive strategic planning. From the importance of mapping out the sales process akin to charting a route on a map to responding to unforeseen challenges, just like navigating detours on a road trip, they highlight how a robust strategy can guide salespeople from the starting point to their goals effectively.

Touching on subjects like the sales process, tactics, and mid-year sales strategy, the hosts shed light on the importance of a sales process, likening it to a paper map providing a general path. They discuss how technology today allows for more dynamic navigation, reflecting on how modern sales techniques can help efficiently reach sales targets.

Kevin shares the difference between strategy and tactics, comparing a sales strategy to a commander’s intent in the military, emphasizing that strategies are generally long-term. Sean continues the conversation, sharing how salespeople can be proactive in their strategy, planning in advance for predictable stages in the sales process.

On a practical note, the duo also discusses how sales leaders can help their teams distinguish between strategy, tactics, and to-do items, nurturing their understanding and development in the sales process. Lastly, the hosts touch on the importance of strategic planning for the coming year, even in the middle of the current one.

Listeners are sure to find actionable insights and practical advice in this episode that could help them to formulate effective sales strategies and tactics, streamline their sales processes, and drive their sales performance forward.

As a company owner, one of the most important aspects of running a successful business is setting and achieving sales objectives. But how do you determine what those objectives should be? Here’s a step-by-step guide to help you set realistic and achievable sales goals for your business.

Sales objectives are goals a company sets for its sales team to achieve over a certain period. These objectives can be anything from increasing revenue by a certain percentage to selling a certain number of products or services. Sales objectives should be set annually, but they can also be set for shorter periods such as quarters or months.

Let’s talk about the basic steps first.

Define your overall goal.
Break down your overall goal into smaller, more manageable goals.
Create a timeline for each goal.
Assign responsibility for each goal to a specific team member or department.
Measure progress and revise objectives as needed.
Celebrate accomplishments and learn from failures.
Define your overall goal.

Sales goals are essential for any company regardless of size. They give you a target to aim for and help to motivate your sales team. Without a goal, getting complacent and falling into bad habits is easy.

It’s essential to clearly understand your company’s sales process before setting a goal. You need to know your closing rate, average deal size, and how many leads you need to generate to hit your target. Once you have this information, you can start to play around with different numbers to see what’s realistic.

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annual planning

Two Tall Guys Talking Sales Podcast – A Roadmap for Successful Sales: Strategy, Tactics and More – Episode 36

Determining Your Company’s Sales Objectives Each Year