Issue link: https://iconnect007.uberflip.com/i/1515304
50 SMT007 MAGAZINE I FEBRUARY 2024 e projected business (forecast) from that account also lets them know how many people they will need as well as any new equipment they will need. e best part is that when you combine all the target account plans, you have a month- by-month, customer-by-customer forecast for the company as well. If you want to succeed with your sales effort, your sales team needs to develop and present account plans to the rest of the team on a regular basis. Note: See my sample account plan (le). The Annual Meeting: Planning for the Year and Beyond e final step in planning for the success of the future of your company is the annual meet- ing. is is when all the planning and tools come together. One planning session early in the year with your team can set your plans for the whole year. Implementing and launching this plan early in the year allows you to take advantage of the months ahead. e entire management and sales team should attend this meeting. Everyone should report on the results of the previous year in their own departments and then talk about their plans for the coming year. is is the one time of the year where everyone comes together, agrees on the company's future direction, and makes a commitment to themselves and each other to have a successful new year. e ball is now in your court. You can sit back and hope the phone rings or get busy building your business. Spend the time to think care- fully about your business, create ideal customer profiles, and go aer those new accounts you worked so hard to find. Have a great year and a great future. SMT007 Dan Beaulieu is president of D.B. Management Group, and an I-Connect007 columnist who writes regularly about marketing and sales. To read past columns, click here.