August 13, 2010

It's Friday the 13th.

Are you superstitious? Do you believe in good luck? I think we all have a little of 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 B's? Your B's into A's? If you're not, you're not prepared.

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