Page 3 - Burnham Sales Optimization Blueprint 2018-2019

INTRODUCTION TO THE
SALES OPTIMIZATION

BL UEPRINT

The Sales Optimization Blueprint is designed to:

• Help you set goals.
• Provide a frame work to build strategic plans and increase your pipeline.
• Focus on refining your skills.
• Support continual improve and growth in your career.
• Add value.
• Challenge you to exceed your personal goals.
• Create a dialogue that will allow us to share knowledge and learn from each other.

What the Blueprint is NOT designed to:
• Be Big Brother! We don’t micromanage.
• Add more work. We’re all busy and the last thing we need is more work. Each sales meeting will have
dedicated time to the Blueprint so this won’t be a burden.
• Force you to follow a sales style and be someone you’re not. The Blueprint is a tool and the
discussions it will create allow us to share ideas and enhance our own style.
• Be everything to everyone. Not every exercise in this Blueprint will be for you, and that’s ok! We
encourage you to reach a little bit outside of your comfort zone and adapt these concepts to work for you.
• Solve all your problems and magically fill your pipeline with prospects, for the record I wish it could! The
bottom line is getting new prospects and clients takes a great deal of focus, planning and hard work. This
Blueprint will give you the tools to create the consistent behaviors and strategic planning skills that will
lead to you reach your goals.
• Be boring. The Blueprint is an engaging process. Sharing is encouraged and we will move through the
Blueprint throughout the year pivoting when needed to make sure this truly is ingraining, worthwhile,
and fun!

“A goal without a plan is

just a wish.”

-Antoine de Saint-Exupéry