All Articles Leadership 4 key questions to ask while planning for 2012

4 key questions to ask while planning for 2012

1 min read


SmartPulse — our weekly nonscientific reader poll in SmartBrief on Sales — tracks feedback from sales managers and executives. We run the poll question each Wednesday in our e-newsletter.

Last week, we asked: Have you finished your planning for 2012?

  • No: 83.02%
  • Yes: 16.98%

This time of year is crunch time — you have to ensure you are meeting current-year goals while at the same time laying out next year’s plan. Ask yourself these questions as you go through the planning process:

  1. What macroeconomic trends will affect our business in 2012?
  2. What industry trends will affect our business?
  3. How can we position ourselves to outperform the projected industry growth rates?
  4. What can I do to support my sales team in meeting their goals next year through training, research/data, marketing tools, etc.?

Answers one to three will drive your plan. Answer No. 4 will drive your success.

Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.