Every year, it happens the same way. You check your calendar one day and realize that Q3 is nearly over. The year has flown by, and it’s already time to start setting sales goals for next year.
The task of regularly reviewing and revising your sales plan is critical. Looking ahead to next year, the routine task of creating sales goals is further complicated by a changing sales environment characterized by digital selling and rapidly changing buyer behaviors. With this in mind, should you set your sales goals to assume you’ll go back to normal? Or should you anticipate having to adjust to the new normal?