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News & Press: Industry

New Business Development: Creating a Detailed Road Map for Success

Wednesday, December 6, 2017   (0 Comments)
Posted by: Alyce Ryan
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Read the full article from AICC BoxScore

As we near the end of the year, you are likely well into planning your business goals for 2018. Much as you wouldn’t take a road trip without a road map—or navigation system—to help you reach an unfamiliar destination, the same can be said for planning your annual business goals. Having a road map ensures that you don’t make wrong turns or get sidetracked along the journey. If you found that your new business development results for 2017 fell short of your expectations, it is the perfect time to look at what went right and—more importantly—what went wrong, so you can make corrections and set yourself up for a successful 2018. As my navigation system says when I make a wrong turn, “recalculating”—it might be time to reset your plan.

In our article from the last issue, titled “Do the Math: Hitting a Home Run With Your Marketing and Sales Goals,” we outlined a clear-cut path from your annual sales growth projection to the number of new contacts you must reach out to each month to hit your sales goals. To make this work, there are some decisions that must be made and processes and resources that are required before you arbitrarily start reaching out to new contacts.

Your navigation system doesn’t work just because you have one; you have to set it up, input the address, decide how you will travel (car, walk, bus), and choose the route you want to take. The same can be said for your new business development plan. There are some questions that must be answered and processes that must be created before you begin your journey. Read the full article from AICC BoxScore.