The monthly plan is an essential discipline that holds the two temptations discussed above at bay, and, at the same time, produces decisions that lead to the most effective actions.
It is a best practice of the best, and one of the Five Key Disciplines that we teach participants in our Kahle Way® Selling System.
A monthly plan is just that – a plan that you create for the investment of your selling time over the next 30 days. You do one every month, at the beginning of the month.
Normally, it will take you 30 to 90 minutes. In it, you complete a two-page form that asks you to identify the most effective actions you can take during the coming month, by category. For example, the monthly plan lists each of your target accounts, and asks for a one-line description of what progress you want to make this
month in each of those accounts.
If your company expects higher performance on key product lines, then planning for this month’s efforts in regard to those is another category.
If you have some expectations for acquiring new customers, those efforts are described and to which you are committed.
You identify those opportunities that are closest to the money, and describe what progress you are going to make to bring them to closure.
You identify and commit to your efforts to improve yourself this month.
All of these are areas on which you focus, make decisions about, and then commit in writing to specific actions.
The result? A plan for the most effective use of your sales time next month.
