The Process of Planning

“In preparing for battle I have always found that plans are useless, but planning is indispensable.”General Dwight Eisenhower

You’ll notice Eisenhower didn’t say you don’t need a plan.

He said the process of developing a plan was essential.

It’s crucial to invest the time to think in depth about strategies, tactics and to anticipate the various risks and other contingencies that could threaten the implementation of a plan.

However, Eisenhower knew that there was no such thing as a perfect plan.

He knew that in the heat of battle the opponent and battlefield conditions rarely aligned with his plan.

This is a lesson you can apply to your sales as well.

You need to have a sales plan. You need to invest the time to think in depth about your strategies and tactics.

You need to anticipate the various risks and other contingencies that could threaten the implementation and success of your plan.

However, you can’t keep fine-tuning your plan while waiting for the perfect moment to implement it.

That’s like the person who has a plan to lose weight and get fit. But won’t go to the gym because they’re overweight and out of shape.

Your plan will never be perfect.

You have to put your plan to the test. Expose it to the light of day.

Engage with your buyers. Prospect. Discover. Qualify. Disqualify. Propose. Close.

Be flexible. Adapt to the unexpected. Be responsive to opportunities your plan didn’t anticipate.

Just get out there and do it.

As General George Patton said, “A good plan violently executed now is better than a perfect plan executed next week.”