Over the past two months, the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there.  We’re not leaving our fate to chance. Our business plan is the compass that helps us navigate and stay on track to reach our goals.   Randomness is the Enemy of Effectiveness But what about you? Have you ever stopped to think that you need the exact same thing for your upcoming sales year? Without a plan, it’s easy to drift and fall into randomness—just waking up every day and hoping something good happens.  But here’s the deal: Randomness is the enemy of effectiveness.  If you don’t set a clear direction, you’ll never hit the target you’re aiming for. You’ll be like a boat without a rudder—drifting and, eventually, ending up someplace you never intended to go.  Yogi Berra said it best: “If you don’t know where you’re going, you’ll end up someplace else.”  Trust me, “someplace else” isn’t where you want to be at the end of next year. Adopt a CEO Mindset The difference between average salespeople and top performers often comes down to one key mindset: top performers don’t act like employees; they think like entrepreneurs. The moment you start treating your territory as if it’s your own business, your mindset changes. You stop feeling like a cog in the wheel and start seeing yourself as the driver, not the passenger. Your company shoulders the big financial risks—providing you with the product, the brand, and the support. But you own your market, solve the problems, and build relationships that turn into revenue. You own your time and results. That’s the entrepreneurial mindset.  Creating Your Personal Business Plan Starts With A Vision To create your personal business plan, you start your vision.  Where do you want to be a year from now?  What do you want to accomplish in your territory or area of responsibility? What income do you want to earn? What awards do you want to win?  What does winning look like?  Define it. Get crystal clear. Then think about your values.  What do you stand for?  What kind of impact do you want to make? What kind of relationships do you want to build?  How will you show up for your clients, team members, and company every single day? Once you’ve nailed this down, put your strategy in place.  Break your territory into logical quadrants so that you know where you’ll be investing time each day.  Identify the industry verticals that have the highest potential. Pinpoint your ideal customers.  Segment your prospects and customers into High Potential, Medium Potential, and Low Potential.  Create a list of your top ten dream accounts, 25-50 conquest accounts, and 100-500 high-potential and medium-potential targeted accounts. This will help you attack your territory with a targeted vs random approach.  Identify your key competitors and do an analysis of each of their strengths, weaknesses, opportunities, and threats. Then do the same for yourself. Define your daily battle rhythm, disciplines, and activities that drive pipeline growth.  Get intentional about your priorities and how you manage your calendar. After all, time is your greatest asset and as the CEO of you, your time is money.  Once you have clarity on your vision and strategy, get granular. A vision without action is just a fantasy.  Break Your Personal Business Plan Into Small Steps to Success Break your plan down into achievable goals. I’m a fan of activity-based metrics because you can control them. This is about setting standards that become non-negotiable habits. The key is to choose metrics that move the needle on revenue and are fully within your control You can’t always control who picks up the phone or who says yes, but you can control how many doors you knock on, how many calls you make,