January 5, 2010

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.