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December is a busy month for everyone. It's important to find some time in early December to gear down before the Holidays hit. This edition of Insights is mostly strategic in nature to fit this time of year. As always, our mission with Insights is to give you a couple things that you can put in to action to help drive sales performance. Have a safe and enjoyable Holiday Season!
The Fusion Learning Team
If you have any feedback or contributions, we would love to hear from
you!
Insights@fusionlearninginc.com
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 Strategic Account Planning How well does your sales team plan for and execute strategic accounts? December is a great time to devise plans for your most important accounts for 2004...to set you up for greater success. What is Strategic Account Planning? A thinking and planning process to devise specific goals and action items for critical accounts. What is the value of Strategic Account Planning? "To clarify focus around developing a strategic account plan. It is helpful to work through a step-by-step process that can be replicated with other accounts." -Fusion Learning participant, Strategic Account Planning, November 24, 2003 How do you do it? Here is a thinking model that can help: 
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 Reflection As sales professionals and leaders, most of us are drivers. We focus on results, activity and the future. We often overlook the power of reflection - to look back at an event or series of events and think about what worked and what could have been done differently. Reflecting after a sales call, after a day or on a year's performance is an opportunity to learn. By consciously reflecting, we can make the necessary adjustments to improve performance. It is even more powerful to reflect by writing thoughts down on paper. Here are some questions for you to reflect on for 2003: What accomplishments are you most proud of in 2003? What have been your biggest challenges in 2003? How have you handled these challenges? What are you going to do better or differently in 2004? Make reflection a daily habit! |
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 "This is the best training we have ever had at a sales conference - Thanks, Fusion!" -Sales Leader, Green Shield Canada, November 17, 2003   The Seven Ways to Managing Strategic Accounts -Sherman, Sperry & Reese, McGraw Hill Why you should pick it up An Insight from the Book: Please click here
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