4. Determine your Objectives

• Consolidate the above trends into a few powerful objectives. Write specific, measurable goals (i.e. “I will add 5 new accounts in this vertical market!”).
• Which vertical markets or geographies will you focus on?
• Based on the characteristics of your high-payoff customers/prospects, which accounts/opportunities will you concentrate on?
• What products/services/capabilities do you need to highlight in your plan?
• At your average selling price, how many opportunities do you need to add to your funnel?

5. Develop Strategies to Accomplish your Goals

• Generate the top strategies to succeed.
• How will you further penetrate current accounts?
• What is your strategy to leverage current successes?
• What will you do to generate new leads?
• How will you improve your conversion rates?
• Where do you need to improve your selling process?

6. Engage the Resources you Need

• Enrol the people and gather the knowledge you need.
• Which internal resources have the skills/connections you need?
• Who inside the account can help you win?
• Are there external resources that can support you (partners, people, in the know)?
• What additional product/industry information do you need? What sources can provide it?
• How could you improve your selling and territory/account management skills?

7. Create and Work your Plan

• Use your plan as a guide to proactively produce your intended results.
• What are the high-leverage actions?
• Which resources are needed for each task?
• What are the due dates and key milestones?
• Do you take action and fine-tune the plan on a regular basis?
• Are you engaging your management, internal and partner teams?
• Remember it's not the will to win that matters… everyone has that. It's the will to prepare to win that matters.What is your average close rate in percentage from opportunities to orders..