It’s that time of year again. All across the land, sales and marketing executives, as well as salespeople themselves, are scurrying to put their 2018 sales plan together (for those who operate on a non-calendar year, I realize you’ve already done this). Plans are in development (with some even near completion) for the next 12 months. Fueled by the euphoria of ending of a healthy year, the frustration from closing out a weak one or merely the optimism of what the new year and new plans can...
