It’s that time of year again. During the month of January, we’re likely to make promises to ourselves about how we’re going to do better, how we’re going to shake things up in the year to come, how we’re going to make a positive, lasting change in our lives and our careers.
All too often, though, we fail to follow through. By February or March, our resolutions are usually forgotten. Typically, that’s what happens not only to our plans for better exercise and diet routines, but also to our plans to sell more effectively. We simply don’t follow through on them.
Sandler President and CEO David Mattson offers salespeople a radically different approach to planning for 2017. In his latest post for LinkedIn, he suggests using January as a time to establish smart, balanced, personalized yearlong behavioral plans – “cookbooks” – based on Sandler’s KARE account planning system. This makes effective follow through much more likely, and much more enjoyable.
You can find the article here. If you sell for a living, reading it, and acting on it, is the best resolution you’ll make this year. Happy New Year!
Read more from David Mattson on the LinkedIn Sales Solutions blog
David is the author of the Wall Street Journal bestsellers, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and Sandler Success Principles: 11 Insights that will change the way you think and sell. He regularly authors articles for business publications and continues to be involved in the ongoing creation and development of new Sandler training products and programs.
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