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Business and Sales Management: Planning for 2011

Budgeting and developing strategy for 2011 should be near the top of your "to-do" list. Time must be taken to actively work on forecasting, developing hiring plans for the year and making sure your marketing calendar is planned out at least through June of 2011. Right now I am working with several clients on their sales compensation plans for 2011.   Here are several ideas for our readers:

First: Use the three free assessments on our Web site: a) one is a sales management assessment; b) try the sales compensation assessment and c) the business management assessment will evaluate your entire organization, from marketing to HR to management systems. You can find them at They are located on the left side on the homepage.

Second: The questions I have listed below should be handed to members of your management team; each person should prepare their answers and then compare them with the rest of team at your next management meeting:

  • What went well in the past year?
  • What did not go well?
  • What are the key drivers?
  • What are the key metrics?
  • What are the risks?
  • What are the opportunities?
  • What are some of the specific factors you will be facing in 2011?
  • What assumptions are you making about the market in 2011?
  • What assumptions did you make about your offerings in 2010? Still true?
  • What assumptions did you make about your company capability in 2010? Still true?
  • We use these questions and many more during our strategic planning sessions with clients to help everyone get on the same page and build a vision for the organization. If you are a Microsoft or Cisco Partner send me an e-mail and I will direct you to several web sites where we created business planning tools that partners use to enhance their business plans, marketing and sales strategies. [email protected]

    Guru Hint: Set a date, for example by Dec. 17, all budgets, compensation plans and marketing programs must be completed. This will keep everyone working towards the deadline.

    Acumen Management Group Ltd. "operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!

    Ken provides Keynotes, consulting services and products designed to improve business performance. [email protected]

    Posted by Ken Thoreson on November 03, 2010 at 11:59 AM


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