Plan Your Sales Success with a Work Plan

Hi everyone, it’s Jack Kasel from Anthony Cole Training Group. Today, let’s talk about the importance of sales planning. You might have heard the saying that goes like this: “Plans are useless, but planning is important.” It’s like when the boxer Mike Tyson said, “Everyone has a plan until they get punched in the face.” So, why bother with planning if plans can be useless?

Well, planning is crucial because it sets the direction for what we want to achieve. It helps us figure out where we want to go and how much we need to grow. For instance, I know the exact revenue target I need to hit for Anthony Cole Training Group. This allows me to plan how many sales I need to make based on my average sale size.

Plan Your Sales Success

Before I talk to a potential customer, I spend time planning. I jot down several questions to get my thoughts organized and clear. Although I may only get to ask one or two questions during the actual sales call, having a plan helps me stay focused and handle unexpected situations better.

Here’s the deal: I have my plan, but I’m flexible to adjust as needed. So, when you’re planning, start with your personal goals. Focus on two or three main goals to avoid losing focus. Ask yourself why you’re planning and how you’ll achieve those goals. Then, adapt your plan as circumstances change.

Overlay your professional goals on top of your personal ones. This is your overall planning strategy. Make adjustments weekly or monthly to ensure you’re on track to meet your goals.

There are various sales planning forms out there, but the key is to find what works best for you. Similar to finding the right diet, the best sales planning is the one you’ll stick to. You can check out the forms on the Anthony Cole Training website to help you achieve your goals for the year.

I hope this makes sense and wish you success in your sales endeavors!


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From Jack Kasel, Sales Development Expert
Anthony Cole Training Group


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