The holidays are behind us and we are onto a New Year and new possibilities. As a salesperson, as with anyone else, the New Year is a time to reflect, as well as to look forward to what 2017 might have in store.

There are several things that every salesperson should spend some time reflecting on, reviewing and planning. It’s not the most glamourous thing to do and at times it can humble us, but if we are honest with ourselves, it can make us better salespeople for the New Year and beyond.

Here are a few things to consider as you embark on your New Year:

• Goals: This is the most obvious one for a salesperson. Many of us set goals at the first of the year and salespeople are no different. It’s time to review last years’ goals; where did you exceed expectations and where did you fall short? By reviewing goals, you can better set your goals for 2017. It’s important to remember two things as you set your goals: 1) If you exceeded a specific goal in 2016, then raise the goal for 2017, never be satisfied. 2) Understand that just because you set a goal on January 1st doesn’t mean you can’t adjust them throughout the year. Goals should be constantly reviewed and re-established but the New Year provides a starting point.
• What worked and what didn’t: Take a few minutes and think back over 2016; what techniques worked and which ones didn’t? Did you increase you repeat customer base and so on. Once you figure out what worked, you can continue down that path while working to correct the things that didn’t work as well.
• Reward yourself: Earlier I mentioned that setting goals is the most important thing but maybe this is...You just completed the craziest time of year for a salesperson, take some time to recharge and refresh. The best way for you to best serve your customers is to make sure you are ready to do just that.

The New Year is full of new possibilities and if you are ready, then anything is within your reach. Don’t be afraid to look back in an effort to be better going forward. As many coaches have said, “You are either getting better or you are getting worse.” Be one of those that is getting better.

FINAO - Brad Huisken