Chapter 1: Action Items

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It is amazing the different things people get from reading a book and deciding what action they are going to take in their careers based on what they are reading. There are lots of important points in chapter one, we all took away that our forecasting could use some serious effort. Here are the commitments we made on what action we will focus on for the next two weeks:


A couple of people have committed to categorize each company in their account base based on their own version of Outstanding Proposals, Hard Leads, Prospects, and Suspects.


One book club member who has been in sales for under a year has committed to figuring out who her customers are, their 2009 budgets, and what they are going to spend with her.


Another is going to create a customized forecast spreadsheet and create his customer formula (x customers @ $_______ = total dollars sold in 2009)


Someone else is going to look back at my customer spend for 2008 and forecast for them in 2009.


As for me, I have committed to enter what I know into my forecast spreadsheet before I leave on vacation. That way when I come back on Monday January 5th I’ll be ready to rock & roll!


I hope you enjoy reading about our journey – you can always buy the book and join in electronically.


Debbie Mrazek’s The Field Guide To Sales.


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