National Sales Center

Get Ready For Your Mid Year Sales Review

Hard to believe but it’s almost time for those mid year sales reviews. I don’t care if your company calls these sessions Plans, Reviews or Reports or a combination of all of them. These mid year sales reviews are serious, especially if you are under plan. Here is some advice that will help you with your Mid Year Sales Report.

Now is time to dust off that Annual Sales Plan. Your Mid Year Sales Report is a statement of where you are in your Annual Sales Plan. You can not write a Mid Year Sales Report without considering your Annual Sales Report.

Structure Of Your Mid Year Sales Review

Remember, this is a review and not a book. By having a well defined structure for your Mid Year Sales Review, you’ll stay on track. Here is a good structure for a Mid Year Sales Review,

1) YTD Sales Performance
This is where you measure sales performance against quota. This section of your Mid Year Sales Review is all about “the numbers”. Remember to include your activity performance against your activity goals.

2) YTD Accomplishments
This section of your Mid Year Sales Review outlines accomplishments outside the numbers. Consider all your special and important accomplishments.

3) YTD Shortfalls
This section of your Mid Year Sales Review out lines all your shortfalls. Don’t limit it to “the numbers” but if you fell short of “the numbers”, start with that point.

4) Yearly Projections
Establish revised goals and support them with the facts. For example, if you are 90% of YTD sales attainment and project to be 110% by the end of the year, use your sales funnel to support your claim.

5) Plan For Improvement
This is the most important section of your Mid Year Sales Review. Where you are is important but where you are going is even more important. You must demonstrate that you have a plan and strategy to get to where you want to go.

Delivering A Mid Year Sales Report

Deliver your Mid Year Sales Report with confidence but when necessary, don’t shy away from asking for advice. Allow your manager to do their job. A Mid Year Sales Report should be a constructive conversation and not a one sided lecture.

After every section of your Mid Year Sales Report, ask your manager if they have any concerns or questions. The key here is to keep your presentation interactive.

Concluding Your Mid Year Sales Plan

Your mission is to have your manager feeling confident about the future. Conclude your Mid Year Sales Plan by asking for advice on how to make your Mid Year Sales Plan even better. Show that you are sincere and serious by taking careful notes. Last, thank your manager for their input and contribution to the further development of your Mid Year Sales Plan.

I hope this advice with help you with your Mid Year Sales Report. I know you’ll do a great job!

Good luck with your Mid Year Sales Review!

Nick

Tags: sales reports