Thoughts from Coach Rob Shore about the art, science and lifestyle of wholesaling, for wholesalers and their leaders.
This episode: Great Wholesalers Are Planning Now For The Year Ahead
Tools mentioned in this episode:
What’s on your mind? Email me at rob[at]wholesalermasterminds.com
On your smart speaker say, “Play The NEW Wholesaler Masterminds Radio Show podcast”.
Wholesalers, welcome back to the new Wholesaler Masterminds Radio Show. This little segment called On My Mind, I want to tell you what’s clicking around my brain and ask you, what’s clicking around yours?
After The Sunday Night Email went out this past Sunday, I got an email in return from a sales manager who wanted to know how wholesalers should plan for year-end by planning the upcoming year.
Meaning, “in managing wholesalers, they’re apt to finish strong or catch up on targets and rarely begin planning or thinking about the upcoming year, not until they are forced to do business plans.”
This really struck a chord with me.
I don’t know what the right word is. Is the right word binary, this thing is or isn’t? We are either working on the present year or working on the new year; we don’t necessarily blend the two until the boss says, “Here’s the template, start working on your 2020 plan.”
My question to you is how can you be more proactive in preparing for the new year sooner?
For instance, if you’re a leader in an organization, you’re being asked about your sales projections.
Well, in my old organization, finance was asking me about sales projections in August for the year ahead. It was crazy.
As you head into September, October, the senior leadership team is getting together to talk about plans for the new year, talking about the budget that we require to meet those plans based upon the aforementioned budget numbers, that is to say the production numbers.
What do you do locally?
How do you make sure that you are planning for the new year well in advance of it happening to you?
Making sure that when January 2nd of 2020 comes, you’re not beginning the process, you’re ready to hit the ground in the process.
I just want to remind you some of the tools that we’ve got for you.
We’ve got, of course, the Wholesalers Mastermind template, the Business Plan Template. That’s why you’re going to have it available, as you do every year, sometime in October – but we tend to not see the downloads start until December, January, which is not soon enough to be planning.
We’ve got the Quarterly Success Plan, that’s out there as well. If you want to take bite sized chunks, to look at 90 day increments by 90 day increments, that’s available for you.
We’ve got the Rotation Builder. This is being recorded for you in September of 2019. You should be working on your rotations for 2020 now, not January 1st. You should be knowing, on a forward scheduling basis, where you’re going to be for the entire first quarter.
What’s on my mind for you is: how well are you preparing for the year ahead in the last quarter of the current year?
Because not enough wholesalers do that work as efficiently and as successfully as possible.
That’s what’s on my mind. Let me know what’s on yours. Send me an email, rob[at]wholesalermasterminds.com.