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  • Scott Moss

Hey SMBs! It Is Not Too Late For 2021 Planning!

Updated: Mar 1

Maybe your sales team forgot to plan for 2021 or maybe they don't know how to get started. Regardless of the reason, it's not too late. To make it a bit easier, I put together a highly simplified eight-step process. And guess what? This is ain't rocket science, so you can't use that as an excuse. Just set aside a couple of hours to work on your business as 2020 comes to an end, as opposed to working in your business. If you have any questions, please let me know. Otherwise, I hope this is helpful, that you have a wonderful holiday season, and that you find success in your journey to Achieve Greatness.


Step 1: Set Your Revenues Benchmark

  • Pull all invoices for services/products delivered in 2020

  • Add them up to arrive at your revenues benchmark

Step 2: Set Available Production Capacity

  • Add the actual production hours used for the year

  • Subtract that number from total production hours in a year

Step 3: Identify Services/Products Distribution Gap (SDG)

  • List the core services/products your firm offers

  • Select the services/products that were underutilized

Step 4: Existing Client Growth Opportunities

  • Identify the existing ideal clients to market the SDG to

  • Conservatively estimate achievable SDG revenues from that audience

Step 5: New Client Growth Opportunities

  • Identify the ideal client leads to market your core services to

  • Conservatively estimate achievable new revenues from that audience

Step 6: Do Some Math to Calculate your Revenue Goals (yes, two goals)

  • Add the two revenues estimates together for your Achievable Revenues Goal

  • Multiply your Achievable Revenues Goal by 25% for your Aspirational Revenues Goal

  • Compare your Achievable Revenues Goal to your Available Production Capacity

Step 8: Craft a Plan to Hit the Aspirational Revenues Goal (yes, shameless plug)

  • Need some guidance on this?

  • scott.moss@msalesgrowth.com

  • 216-409-1277


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