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LastDecember, I wrote a blog post directed to smalland medium-sized business CEOs/owners about sales planning for CY 2021 thatincluded a nice checklist (IMO) to make what is typically perceived as adaunting exercise, easy, or at least simpler. While I believe the items on thatchecklist still ring true and should be followed, my suggestion or maybechallenge to all the SMB CEOs/owners out there is to involve your company'sleadership team in the planning process as you prepare for a successful CY2022. That way they are each very much involved and thus more engaged. And, whodoesn't want more engaged employees? So, here are some pointers to help make ithappen and run smoothly.

1.     Checkthe calendars of your leadership team to ensure each member can attend and thenbook a 3-hour input session, preferably offsite to avoid normal business-daydistractions. Probably a good idea to book it a couple of weeks out and be sureto share the agenda - see point 2 below for that. Also, be sure to eitherrecord it or invite someone whose sole purpose is to take detailed notes.

2.     Createand share an agenda titled "CY 2022 Sales Success Planning Meeting"that contains the following discussion topics:

a.      CompanySales Mission

i.           TargetIndustries

ii.           IdealCustomer Definition

iii.           BuyerPersona Description

iv.           ValuePropositions

b.     KPIsand Sales Goals

c.      SalesApproach

d.     TeamResponsibilities

e.      ClosingThoughts

3.     Inorder for the meeting to be efficient, take a shot at addressing each point onthe agenda in advance. That way you will have conversation starters. But remember, you are requestinginput from your leadership team, so be open-minded and really listen to, orbetter yet, hear what they say.

4.     Post-meeting,consolidate the feedback into a Sales Success Document and share it back out tothe leadership team so that it is visible and readily available as a referencepoint to keep you and your team focused on success.

5.     Veryimportant - this meeting is not an end unto itself. Rather it is acollaborative effort to position your company to be more likely to achieve itsCY 2022 business goals. The leadership team should share the high-level itemsfrom the Sales Success Document with their direct reports so that they too aremore engaged. Transparency does have that effect.

Well,there it is, an easy-to-follow, if not rudimentary guide to planning for asuccessful CY 2022. All you need to do now is execute. Best of luck, andremember to ask yourself what you are doing today to Achieve Greatness.

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