Example of Monthly Objectives

Example of Monthly Objectives

  • Conduct a monthly SWOT analysis of your customers to explore any positive or negative changes, which may require you to approach your customers differently.
  • Research your customers each month to ensure that you do the following:
  • Research your customers in terms of size and potential so that you can do the calculations as described below:
    • Choose at least 4 customers a month (5 in a 5-week month), to whom you will add meaningful value.
    • What value do you plan to add?
    • What sales enablement resources are you going to use to help you to do this?
    • What new Sales Enablement tools do you need to develop or have developed to support you to do this effectively? 
  • Explore all your customers and identify a minimum 8 customers (10 in a 5-week month), where you are going to look for cross and upselling opportunities.
    • Explore these customers and see if there are other departments or divisions, who are not using your organisation
    • Try to identify at least 2 lost customers each month and plan to try to reactivate them
    • Examine your customers and identify 4 customers each month (5 in a 5-week month), which you are going to find innovative ways to integrate into their businesses.
  • What are you going to do to make this happen?
  • What sales enablement resources are you going to use to help you to do this?
  • What new sales enablement resources do you need to develop or have developed to support your efforts?
  • Ask at least 2 customers a week for referrals
  • Ask at least 1 customer a week for a recorded testimonial
  • Rate your customers A, B or C, based on the following criterion:
    • Your top 20 % of customers, based on turnover or potential turnover
    • Your middle 30 % of customers, based on turnover or potential turnover
    • Your bottom 50 % of customers, based on turnover
      • You should plan to visit your “A” customers at least once a week
      • Explore your top 20 % and identify how many customers are “A” customers
      • Note the location of each customer, so that you can use this for planning later
      • You should visit “B” customers at least once every two weeks.
      • Calculate how many “B” customers you have by using the 30 % calculation as stated above.
      • Note the location of each customer for planning purposes later
  • Allocate, which week during the month you plan to visit each customer.
    • You should visit “C” customers at least once a month
    • The remainder (50 %) of your customers make up your “C” customers
    • Note the location of each customer, for planning purposes
    • Which week, do you plan to visit each customer?
    • Using the above as your input document, allocate customers visits, to ensure that you get to see each “A”, “B” and “C” customers enough times each month. 
    • Build a customer plan for each customer
  • Find out who the following people are.
    • Owners
    • Directors
    • Manager
    • Operational users, receptionists
    • Accounts people
      • What are the needs of each person?
      • How can you do to ensure that you meet these needs?
      • What sales enablement resources do you need to support your efforts?
      • What needs to be done at this customer to ensure that they have the best possible experience with your organisation?