Annual Sales Review Posts

8 Steps to Conducting an Annual Sales Review

8 Steps to Conducting an Annual Sales Review
In sales, you can be as busy as you want to be, and the busier you are, the less time you have to stop and reflect; yet, it’s important — even essential — to take stock of your successes and failures, which is why a comprehensive sales retrospective is a productive way to start the new year.

“The goal of a sales retrospective is to figure out where you can streamline areas of your process, find out what worked and what didn’t, and where you can improve,” says Max Altschuler, CEO of Sales Hacker and author of Hacking Sales.

Similar to the way software development teams conduct agile retrospectives to learn how to become more effective, sales retrospectives involve mining the last 12 months of sales operations for insight, and translating that insight into an improvement plan for the coming sales year.