Monday, October 31, 2011

So, you want to finish strong?   Then break it down.

Do this exercise.

Take every revenue category in your book of business; National, Local Agency, Local Direct, NTR, Digital ... you know the drill.  Break out exactly what you need from each.
Then compare that to individual assignments.  Who is responsible for generating their portion of each?  Build new budgets for the last eight weeks of the year.  Each AE and Sales Manager should own their number.  Then ask them to break down THEIR number just like you did.  When you look at it in many pieces instead of one big nut, it’s easier to manage -- AND ACHIEVE!