Long-term planning refers to one year or more. Before I share my ideas on planning, it should be noted that too often we are in such a rush to reach our objectives, we fail to set aside quality time to adequately plan how we'll achieve these objectives. This lack of strategic thinking deters from the obvious focus that results from a carefully conceived plan. At least once a year professional sales representatives should dedicate a minimum of one day to strategically think about their business. Don't be too quick to say you're already doing it.
Most sales reps acknowledge they think about their territories and customers daily.
When pressed, most will admit they don't have time to creatively think about blue sky scenarios that may happen a year from now. If you can't devote one solid day for unrestrained creative thinking, don't think about aiming for the stars. Your best bet is to wait for a shooting star to come your way. If you commit to one day, I'll help you to invest it wisely. Here are several things to consider.