Closing Out 2016 Properly

The time between Thanksgiving and Christmas is hectic with travel, next year’s final budget tweaking and new program development.  As you sit down December 19 to look at next year, map it out. You have this period of time-between 12/19 and 1/13 to focus and think big thoughts (something quite unnatural for me).

1. Finalize your 2016 scorecard-it’s history now.  Update your annual scorecard for your boss.  Set your personal development plan.  Get each of your direct reports to do the same.
   
2. Provide your direct reports feedback.  What do you see as their challenges for 2017.  Give them the BIG Goals.Point out 1-2 productivity improvements.  Suggest a personal development plan and a date to follow up verbally to make it real.
3. Conduct a compensation audit for your entire team.  Analyze what they were paid for 2016 and how they compare.  Are they properly motivated for 2017 to meet your sales plan?
4. Review your headcount and channel partner plan for 2017.  Do you have a recruiting plan with your key partners in place?  Make sure you describe what you need in detail with a timeline. Once the merry go round starts in January you will want recruiters and staff working on your behalf to get the right candidates in front of you.  The quicker they start the easier it will be to reach your goals.  Don't hold them back-be first!
5. Update you onboarding process for new hires and internal cross training purposes.  What organization changes, product updates and new strategies are new that require updates to your training templates?
6. Set your 2017 kick off meeting with your team.  Set details with goals, 2016 variances, KPI’s and leading indicators.  Have you planned the event in detail?
7. Review the group training needs for your team and set that time on their calendars.  Areas of improvement have been identified and now formal resolution must be addressed.  Think about what the desired state you want following the training so you stay on track.
8. Set a tentative travel schedule for 2017.  Plan your time in the field with each major account and rep so you can get as many quality touches as possible.  See http://www.jimthomasintl.com/blog/a-sample-sales-leadership-calendar-for-2016.
9. Take stock of your key learnings.  What books did you read for 2016? Now talk to your colleagues.  Have you developed your reading list for 2017?  Start adding new reading recommendations from friends and colleagues.  For me some of the better 2016 books I have read were:
   1. The Rise and Fall of Nations. Sharma
   2. When America First Met China Dolin
   3. Disrupted Lyon
   4. Clouds of Glory Korda
   5. Magnetic Calloway
   6. Traction Wickman
10. Celebrate 2016.  Send each team member a personal handwritten letter of thanks for 2016.  Not an e-mail.  Wish them well and look forward to 2017.
     
     
    Do you want to have a free fifteen minute discussion on kicking off 2017?  Sign up on my web site http://www.jimthomasintl.com/ or contact me directly by phone.
    
    
    Good selling