Sales Coaching Blog

Strategic Sales Planning Retreats

Posted by Bill Eckstrom

May 13, 2010

 bill ekstrom  EcSELL's fiscal year begins July 1 and it is time for us to get out of the office and spend a day envisioning and mapping our future.  By the way--every team leader, Sales Manager, Sales Executive, etc., should sit down with their respective team a minimum of annually and plan the following year. 

For us,  in order to keep our agenda crystal clear, all discussion debate and decisions will always revolve around two primary business objectives, of which our team knows specifics ahead of time.  Those objectives are:

    1. Member renewal rate
    2. New member acquisition

Obviously, there are many items that affect the above and many other sub-goals will be created and decided upon during the retreat.  But, research shows greater success with fewer (three or less), more clearly understood primary goals.

At out planning retreat each team leader will present to the balance of our group, focusing only 10% on where their department has been and how they got to where they are.  But, 90% is dedicated to what they believe their department needs to be and how we will accomplish their respective goals.  Functionally, at the retreat each department leader has 1.5 hours of time to use how they wish and there are no boundaries to how they present or engage our group.

There are three requirements and results of our planning retreats, regardless of past success each department must show...

    • Positive change (staying the same is not an option)
    • Executable plans to achieve objective
    • Metric driven decisions

So, our department leaders will come to our "special retreat location" to present, engage and brainstorm.  Personally, I will visit with our team leaders if they ask or need help, but each know they have the creativity and informal authority to make any recommendations.

We are only limited by budgets and our own ability to imagine great successes. 

 

Topics: Best Practice, sales planning, Planning, goals, Teamwork, sales coaching, Leadership & Management, EcSELL Institute, Sales Management, sales management skills, collaboration, coaching, Resources for sales managers, sales performance

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