Friday, January 13, 2012

It’s Friday the 13th. 

Are you superstitious?  Do you believe in good luck?  I think we all have a little in that in us.

But, I believe more in the power of MAKING YOUR OWN LUCK rather than putting on your right shoe first or rubbing a lucky rabbit’s foot. 

Nothing, in my opinion, is more powerful than preparation.  Here are some quite random things you should prepare for:

* Act like you have a new competitor launching next week and let that serve as cause to identify your weaknesses.
* Prepare for 20% attrition in your book of business next week. Are your sales managers and AEs keeping the funnel full of prospects and developmental new business?
* Prepare for a bad book or monthly. Most big buyers are availing on a three-month average ... same as a “book,” really.  Is your sales team really prepared on how to handle that and not be caught off guard by a buyer saying, “You guys really tanked this month ... what’s wrong with your station?”  If you haven’t prepped them, trust me, you won’t like how they respond.
* Prepare for your top AE leaving.  It happens.  Maybe it’s your fault, maybe it isn’t.  But be prepared.  Are you turning your C-players into Bs?  Your Bs into As? If you’re not, you’re not prepared.  

So, Happy Friday the 13th.  Go make your own luck.