These are not economic predictions. They are based on my personal observation and firsthand knowledge of sales forces across the United States.

1. More business will be available as the economy begins to surge. Are you ready for an increase in business, not just with product and inventory ability, but with better attitude, mood, friendliness and morale of the entire company?

2. There will be pricing challenges even in the wake of greater business. Now is the time for PROFIT. You have left too much money on the table in the past two years. Create a better value proposition and use it, rather than having to justify your price.

3. There will be an emphasis on third-party purchasers and buying groups in order to leverage pricing. Build value-based relationships that the customers would lose out on if they joined the group. Get testimonials from customers who decided not to participate.

4. Full participation in business social media is no longer optional for your company. Counsel your counsel and determine what you CAN do. Your plan must include all forms of business social media and interaction with customers one-on-one.

5. Full participation in business social media is no longer optional for you personally. Set up a business Facebook page where people can “Like” you. Your Linked-In connections must exceed 501, and you must have at least 10 recommendations. Twitter must attract 500 followers, and you must tweet twice a day. Your YouTube channel must have at least 10 testimonial videos that use the most searchable words in your business category. Make your blog valuable.

6. Your personal reputation and brand will play a greater role in getting a sales meeting and getting a favorable decision. Google yourself to establish your base in January. Then take WEEKLY actions to enhance your status. Get testimonials. Volunteer for charity. Speak in public. Post on your blog. Get others to praise you.

7. You will need to be able to differentiate yourself from the competition (in the mind of your customer) to be greater than ever. Begin by asking yourself and your customers what differentiates you from your competition. Then take actions to widen the gap. Use Ace of Sales emails (www.aceofsales.com) to begin the process.

8. Your company will finally begin to provide sales training. Is the training relevant? Is the training acceptable to your sales team? Is the trainer acceptable to your sales team? Does the training incorporate the voice of your customers? Is the training working?

9. You will lose more than one sale to an inferior competitor. Find out why and fix it. HINT: It ain’t price!

10. More face-to-face meetings will be necessary to build relationships. Double your face-to-face meetings from last year, and double your networking hours.

11. Breakfast will be the new lunch. Your connections, relationships and prospects are crunched for time. The two-hour lunch will wane. An early-morning 30-minute meeting over coffee will net more and better results. Set a goal of three breakfasts a week.

12. Your sales plan/goal/quota/numbers will be much more attainable. The business is out there for you to earn. Your perceived value, your perceived difference and your reputation will determine your numbers way more than your price.

12.5. Your personal dedication or rededication to excellence will reach new heights. Allocate three hours a day to YOU. Allocate an hour for social media and personal branding. An hour for customer interaction. An hour for reading and study.

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by email at salesman@gitomer.com. © 2011 Jeffrey H. Gitomer