Pending Business: This Time Next Year | TALKERS magazine - talk media trade : TALKERS magazine – “The bible of talk media.”

Pending Business: This Time Next Year

| November 23, 2020

By Steve Lapa
Lapcom Communications Corp


PALM BEACH GARDENS, Fla. — This time next year, what will your income look like?

What changes do you need to make to get to your goals?

I make it a practice to fully evaluate my personal performance and given the current business environment, I’ve developed new systems to help keep priorities in sharp focus. More on new systems, another time.

For now, try these steps to help get you closer to your income goal.

  1. Beat Your Best Number – Sometimes your sharpest competition is your best work. What was/is your biggest sale in 2020? What did you earn on the sale? Write the revenue number down and your earnings. The process of planning how you will beat your best number should be 90% done by now. If not, get real busy, real fast.
  2. What are the steps necessary to beat your best number – Keep a written workflow as you break down to the most basic steps, from identifying your targets to initiating contact. This discipline is a little more challenging than you think. Maintaining a written workflow of contact in this ever-changing business environment takes reality-based planning. As you read through your workflow, your plan should be flexible. Like any smart pilot, adjust as you identify the conditions.
  3. Work with timelines and deadlines – So important to connect deadlines to your work. Most sellers are hesitant to put dates next to goals. The sooner you jump that hurdle, the faster your performance improves. Start date, progress date, update towards goal.
  4. How will you evaluate “drops?” –  Accounts that you may have started developing that are eating the clock and not progressing as you had hoped. Always helpful to get managerial input and guidance on when and how to step away from any non-performing account.
  5. Effort vs. Actual – Tough concept, but necessary if you are going to improve your earnings. A sale is all about performance and the process of getting to a transaction. There is only one report card that matters, professionally. A 2021 W-2 that you can be proud of.

This time of year is all about being thankful. No matter how, where, or with whom you chose to share this Thanksgiving, take a moment to reflect on all the good things in your life and those around you. Happy Thanksgiving!

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL.  Lapcom is a media sales, marketing, and development consultancy.  Contact Steve Lapa via email at: 

Tags: , , , ,

Category: Sales