Will you Let the Year Happen, or Make It Happen?

Many people think they really don't have much control over the future.

They're wrong. Here's an example:

Phil Was Letting It Happen

Phil owns an independent book store. After his grand opening event, he settled in. He had a wonderful selection of books on almost any topic. He knew that the minute a customer walked into his store, they would be hooked.

Bill was right. Everyone who came into his store was impressed. They almost always bought a book.

Bill's marketing plan consisted of hope that enough people would hear about his store, walk in, and buy something. In other words, Bill's plan for the year was to let it happen.

By the third month, Bill was running out of cash. Sales weren't as high as he thought they would be. Letting the month happen wasn't looking like such a great idea.

Bill's wife, Judy, spoke up. "Bill, we've made a strategic error. Our Let It Happen plan isn't working. We need a better plan. Let's not just sit around and wait to be reactive. Let's be proactive. Let's Make It Happen.

The Transition

Bill and Judy took these steps immediately:

  1. They set the annual sales goals.
  2. They wrote a plan to achieve those goals. They included milestone events and activity steps. They made someone responsible delivering each step, on its due date.
  3. They executed the written plan, and monitored results to make sure the deliverables showed up on time.

Because they were executing a written plan, Bill and Judy both felt better. The stress was gone.

Because Bill and Judy decided to make it happen, their sales soared to all-time highs.

Sales project management is about making it happen. Here's how:

  1. Setting realistic goals.
  2. Planning to achieve those goals.
  3. Executing your plan and monitoring your progress, to help ensure on-time, within-budget completion.

As you look at the sales year ahead, will you let it happen or will you make it happen? It's up to you. If you haven't done so, start writing your goals now.