Read has not played since April due a broken thumb, but the All Blacks skipper has recovered in time to feature against Warren Gatland’s men in Auckland.Ardie Savea drops to the bench to accommodate Read at number eight, while Ioane gets his first start on the left wing as Julian Savea misses out completely.Centre Ryan Crotty also returns from injury to take his place in Steve Hansen’s team, so Anton Lienert-Brown is among the replacements for the opening Test of three.Iaone, 20, has already faced the Lions twice, impressing in a victory for the Blues and featuring in the Maori All Blacks’ loss last weekend, and is a surprise inclusion in the line-up.Julian Savea is only three tries short of becoming the joint-leading New Zealand Test try-scorer, but he will not be getting any closer to Doug Howlett’s tally of 49 this weekend.Hansen will announce on Thursday whether Aaron Cruden or Lima Sopoaga will take a place on the bench as cover for fly-half Beauden Barrett.All Blacks head coach Hansen said: “This was a really tough team to pick because there were a number of players in great form vying for positions. But in the end the three selectors felt this was the best combination to take on the Lions in the first Test.”There’s a real understanding that this is a once-in-a-lifetime opportunity. The players are well aware of the history of the All Blacks and the Lions and are determined to respect that history with their performances.” New Zealand team: Ben Smith, Israel Dagg, Ryan Crotty, Sonny Bill Williams, Rieko Ioane, Beauden Barrett, Aaron Smith; Joe Moody, Codie Taylor, Owen Franks, Brodie Retallick, Sam Whitelock, Jerome Kaino, Sam Cane, Kieran Read (captain).Replacements: Nathan Harris, Wyatt Crockett, Charlie Faumuina, Scott Barrett, Ardie Savea, TJ Perenara, Aaron Cruden/Lima Sopoaga, Anton Lienert-Brown.
Ahh, the New Year. January is the month we, as sales reps, start anew. Often times, we try to embrace new methods of thinking and better ways of doing things – all with the intention of bigger and brighter things ahead.But instead of setting lofty goals that might not make it to February, focus on refining your skills and setting a clear plan to get to your goal. The beginning of the year is typically a time where you either get a new territory or simply start from scratch with your current one. How do you best take action on your territory plan? What should you be doing in order to hit your numbers?Here are three actionable techniques to use when getting started with your territory plan and working toward crushing your goals in 2019.1. Make sure your territory plan has action items that are time sensitive.You need to organize your territory plan with specific and tangible time goals. For example, “I want to have an on-site marketing event with these top accounts on this date.” This is an action item that has a clear end-date and requires a specified amount of time until you hit this goal. Your next step is to prospect into your accounts and work to get as many RSVPs as you can for the event. Clear goal, clear expiration date to hit it.Territory plans without time commitments are just good intentions for the year. Without deadlines, there is no driving force or urgency, and could prove disastrous for your year.2. Close the loop on any action items.There needs to be a way to close the loop on any action items. For example, if one of your action item goals for this quarter was to have meetings with 20 of your top accounts, but you only manage to get meetings with 10 of those targeted accounts – what is the consequence? What do you do next?Make sure there is follow-up to your action items. You don’t want to make the mistake of letting those goals go, especially the ones you haven’t reached. By letting unmet goals go by the wayside, you’ll eventually get to a point where you won’t prioritize or even make those goals. Setting clear follow-up tasks for your goals will ensure commitment and focus on your action items and territory plan.3. Ask a colleague to poke holes in your plan.My final piece of advice is to collaborate with your colleagues. Ask your colleague to poke holes in your territory plan. Not a manager, but a fellow rep. Go to your co-worker, present your territory plan and ask them, “If you were my boss, how would you blow up my plan?”Working with your team will surface things you never expected, and allow you to see your territory from an outsider’s perspective. Working with a co-worker takes the pressure off and promotes peer collaboration and learning. If you were to go to your manager, or VP, you wouldn’t be able to get the same amount of unbiased feedback, as they’re concerned with quotas, numbers and bigger company goals.Don’t settle for a disorganized start to your sales year. Start 2019 off with these guiding principles to clearly define next steps with your territory plan. You’ll see your pipeline grow, your productivity skyrocket and guaranteed success for 2019.AddThis Sharing ButtonsShare to FacebookFacebookShare to TwitterTwitterShare to PrintPrintShare to EmailEmailShare to MoreAddThis1