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    r is referred to by some as working in the business instead of working on the business.

    Now is the time before a fresh year begins to track all of your misses along with your hits. Take fou

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    Increase sales is the goal for every business owner. Whether sales are at an all time high or are chronically sagging, the need to increase sales is always present from the shareholders to the sales force.

    One proven business strategy to increase sales is to create awareness of all the hits and misses that the business experienced during the previous year, quarter or month. Hits speak for themselves as actual invoiced dollars, new clients, or referrals. However, misses go beyond the lost sales from day to day operations and include all proposals and potential opportunities.

    When working with clients through a proven strategic planning process, I have discovered that many small business owners lose sight of all of the misses because they become so focused on the day to day activities resulting from the hits. This behavior is referred to by some as working in the business instead of working on the business.

    Now is the time before a fresh year begins to track all of your misses along with your hits. Take four

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    >One proven business strategy to increase sales is to create awareness of all the hits and misses that the business experienced during the previous year, quarter or month. Hits speak for themselves as actual invoiced dollars, new clients, or referrals. However, misses go beyond the lost sales from day to day operations and include all proposals and potential opportunities.

    When working with clients through a proven strategic planning process, I have discovered that many small business owners lose sight of all of the misses because they become so focused on the day to day activities resulting from the hits. This behavior is referred to by some as working in the business instead of working on the business.

    Now is the time before a fresh year begins to track all of your misses along with your hits. Take fou

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    oiced dollars, new clients, or referrals. However, misses go beyond the lost sales from day to day operations and include all proposals and potential opportunities.

    When working with clients through a proven strategic planning process, I have discovered that many small business owners lose sight of all of the misses because they become so focused on the day to day activities resulting from the hits. This behavior is referred to by some as working in the business instead of working on the business.

    Now is the time before a fresh year begins to track all of your misses along with your hits. Take fou

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    ven strategic planning process, I have discovered that many small business owners lose sight of all of the misses because they become so focused on the day to day activities resulting from the hits. This behavior is referred to by some as working in the business instead of working on the business.

    Now is the time before a fresh year begins to track all of your misses along with your hits. Take fou

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    r is referred to by some as working in the business instead of working on the business.

    Now is the time before a fresh year begins to track all of your misses along with your hits. Take four lined sheet of paper and identified each sheet as:

    • 2006 Opportunity Hits
    • 2006 Opportunity Misses
    • 2007 Opportunity Hits
    • 2007 Opportunity Misses

    Then draw 5 columns on each sheet and label them as follows:

    1. Number: Number begins with one and continues with each opportunity
    2. Date: Actual date that you realized that you lost the opportunity
    3. Name: Client’s name, project or opportunity. Sometimes opportunities are not just signed contracts or submitted unsuccessful proposals, but extend to such opportunities as speaking events, being a guest columnist, making contact with all referrals, etc.
    4. Revenue dollars: Compute the revenue dollars achieved or not achieved regarding this opportunity
    5. Impact: What was the potential meas

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