3 Critical Questions for 2022 Sales Planning

Posted on Dec 16, 2021 in Blog, Meeting/Event Planning, Principles of Success, Training and HR

Hard to believe, but 2021 will soon be in the rearview mirror. It’s time to reflect, learn, and step boldly into a new year!

As you develop your 2022 sales plans and goals, it’s important to determine what worked well and what didn’t over the last 12 months:

  • What plans and processes helped move your company toward its goals?
  • What needs to be tweaked, modified, or improved upon?
  • What should be SCRAPPED altogether??

And, if you are marketing to corporate training and HR, you must also answer the following three questions which will be CRITICAL to your company’s success next year.

Question #1: Have you set clear, specific metrics?

“If you don’t know where you are going, you will probably end up somewhere else.” – Laurence J. Peter (the man who brought us the Peter Principle)

You must have clearly established goals.

Ask yourself the following: What are your established sales goals for 2022?

A. How many closed deals does it take (on average) to achieve this number?

B. How many people within your target market do you need to reach with your sales/marketing message to produce ONE prospect?

C. How many prospects do you need to make one sale?

It is truly shocking how many organizations have not answered these critical business questions.

Question #2: How will you reach “Enough Targeted Eyeballs”?

Answering the questions in #1 will enable you to determine how many “targeted eyeballs” you must reach with your message to achieve your ’22 goals.

So, how many targeted people SHOULD you be aiming for?

  • Take the figures from #1 and calculate the following: A x B x C
  • This is the number of people you should aim to reach with your message in 2020!

You may have just realized you are not even close to “hitting enough eyeballs” to achieve your sales targets… If so, you’re not alone. Many organizations fail to reach their annual sales goals because they are simply not getting their message in front of enough potential buyers.

Let’s take a simple example – assume:

  • It will take 100 sales to achieve your 2022 goal (A)
  • You need to reach 25 (targeted) people to get one qualified prospect (B)
  • You need 10 prospects to make one sale (C)
  • Then you need to reach 25,000 decision-makers to make 100 sales! (A x B x C)

That’s a lot of people! More specifically, that’s a lot of HR and Training decision-makers!

You will need a plan to get in front of that many qualified “eyeballs.” This brings up another question:

You may think you are “hitting enough eyeballs” by sending out a mass mailing – but…what if the list data you are using has a 50% error rate?

Sound impossible? Most lists in the world of corporate training and HR have a 30% – 40%, error rate due to poor compilation methods. The result? WRONG or outdated contact information for non-decision makers which decreases the actual number of targeted “eyeballs” you are reaching. So, how can you avoid this critical barrier to success? This leads us to #3…

Question #3: How can you find an ACCURATE database of the RIGHT decision-maker contacts?

People move around A LOT in the corporate training and HR industries, especially these days… Do you have a proactive marketing plan that accounts for this fact??

You MUST take proactive steps to:

  1. Get more accurate information about your target market
  2. Get more precisely targeted information

Stop banging your head against the wall trying to dig for targeted leads! You can quickly and easily reach enough targeted “eyeballs”…by using the Mentor Tech Group (MTG) Market Intelligence database!

WE have done all the hard work for you! Through the use of MTG’s specialized marketing database, it is now possible to accurately and efficiently reach decision-makers within corporate trainingHR, e-learning, and talent management – directly.

We guarantee every contact in our database is:

  1. Spearheading projects, or
  2. Creating new initiatives, or
  3. Controlling the budget, or
  4. Making final decisions, and/or
  5. Someone you want to connect with!

How does Mentor Tech Group accomplish this? We are highly specialized in Corporate Training & HR. As a result, our marketing database of decision-maker contacts is simply second-to-none:

  • Hand-Built: The MTG database is hand-built by industry experts
  • Highly Accurate: Our Market Intelligence Consultants have personal phone conversations with each contact in our database to ensure accuracy
  • Segmented by Job Code: MTG database contacts are segmented by specific job functions and responsibilities, which we call “Job Codes” (…this is much more useful than using nebulous job titles)
  • FREE List Updates: Every contact is called and updated every 4 months– so you know the information is accurate – period.

Take steps now to set your company on a course for amazing success in 2022!

  1. Break down your 2022 goals into bite-sized, actionable sales and marketing steps.
  2. Deliver your message to enough targeted prospects, decision-maker contacts in corporate training, and HR.
  3. Partner with a specialist in your industry to find the exact decision-makers you seek!

We all know it’s a numbers game – so be sure to start with a high-quality market intelligence database of decision-makers in your target industry. Start with Mentor Tech Group. MTG’s Market Intelligence is simply second-to-none… By investing in a quality, targeted industry database, you will finally be in a position to reach the decision-makers you’ve been seeking.

We now offer 40,000+ decision-maker contacts at more than 5,500 North American companies.

Contact us today to learn more and take the first step toward achieving a blockbuster 2022!

What kind of results could YOU see?? Contact us to learn more: (651) 457-8600, Ext. 1

Wishing you a prosperous and healthy 2022!

Leave a Reply