Page 4 - Burnham Sales Optimization Blueprint 2018-2019
P. 4
THE FIRST
RATING 1-10 NEXT ACTION STEPS
1 I have an ideal client profile that is well defined and
shared regularly
2 I have an ambitious and achievable business plan
3 I have a defined minimum account size and a target
account size
4 I have identified my Next Level prospect and have a
clear plan to move them through the pipeline
5 I am confident and comfortable asking for business
6 I connect with one of my Power Partners once a week
7 I continuously make goodwill deposits with my Power
Partners
8 I regularly attend networking events
9 I can articulate my value proposition in 30 seconds
10 I have stickiness with my clients
11 I have completed stewardship reports for all of my key
clients
12 I have a list of all of my key constituents
13 I regularly work with my key constituents
14 I have my prospects entered into Prophet
15 I have a reoccurring internal team meeting
16 I focus on the continual improvement of my
business acumen and industry expertise
17 I have a clear understanding of my unique abilities
18 I have a clear understanding of areas I need to improve
19 I have walk away power
20 I understand my Why
4 SEPTEMBER 201 8
