Saturday, January 9, 2010

Today is the first day of your life...

January is always a time of renewal. This year, is different. In speaking with wineries, distributors and retailers, I'm struck by how everyone has sort of let out a collective sigh of relief. Everybody is looking forward to 2010 to being a great year for rebounded growth. They feel like they survived a crazy roller coaster ride, and they acknowledge that the worst is over. So when determining your goals for 2010, what is your bar? Beat 2009? 2008? Where do you set the bar now that everything has completely changed? I believe the answer is, you don't. To some degree, some forecasting will need be done, simply to justify day to day expenses. There is no way to accurately place goals on your sales team and then have those numbers hold credibility when the only thing that will happen is you'll end up being off with every rep in every market. When placing goals on sales reps, wouldn't it be interesting to just unleash everyone? Give everyone a renewed clean slate with the sky as the limit.With everyone now with renewed enthusiasm, you can't let a spreadsheet get in the way of positive momentum.

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