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Q1 2021 SALES PLAN EXECUTION TIPS

  1. Prioritize
  2. Make Action Plans
  3. Weigh Yourself Often (Metaphor)

If your company is on a calendar year-end, there are 15 or so working days left before we head out for the holidays and close the books on 2020.

It may be easy to overlook that early 2021 results have been in the works for six months or longer.

Meaningful Q1 deal decisions and booking have likely been in the sales pipeline since Q3 or earlier, and your marketing initiatives have started even earlier.

These last working days of 2020 are an ideal time to review a few sales plan execution motions to deliver strong results for Q1 of 2021:

 

Q1 2021 SALES PLAN EXECUTION TIPS

1. Prioritize

There’s more to get done than the time and resources you have available. 

What are the 3-5 critical success factors that will increase your ability to achieve your goals? 

It’s rarely more than five factors, and you’ll need a relentless focus on the most critical ones, as we know unplanned distractions happen and demand our time. Critical Success Factor example: # of won deals over $250,000.

2. Make action plans

SMART – Specific, Measurable, Actionable, Relevant, Time-bound

SMART goals are essential to align your team behind the critical success factors. 

Critical success factors typically require the attention of several to many people, and we know they have day jobs. The only way to balance focus and their day jobs is to hold everyone accountable via regular progress updates.

3. Weigh Yourself Often (Metaphor)

If you want to lose weight, will you step on the scale once a quarter or once per week? I know it’s a metaphor, but it works. 

Reviewing action plans and tracking critical success factor progress is not a quarterly exercise. 

Distractions and competing priorities abound, so it’s easy to lose focus on the critical success factors.  A bi-weekly cadence is ideal. Things don’t always go as planned, and if things go poorly, countermeasures may be needed.

2021 may bring a choppy start or economic headwinds, so now, more than ever, it makes sense to apply these recommended sales plan execution motions to start the year strong. 

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