Thursday, January 5, 2012

Okay, I’m glad you had a good holiday.  Now, dive back in.  Business is coming in late...it’s a fact.  So one of the first things you should do this week is get a good handle on it. 

Get with your sales managers and KNOW the following:

* What annuals (or business placed for Q1) are in already?
* What is not in and what is the status? 
* Where can you as the GM help?  Go see that big client that is stalling.
* Who needs a big idea to put them over the top?
* Know what’s not coming back and why.
* Figure out the difference between in and anticipated business and your goal, then...
* Develop a plan make it up.

Bottom line:  Get all the facts.  Analyze them.  Strategize a plan and go do it.  Start today.