Friday, July 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 AE's 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 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.