The end of the year is a great time to look back and take stock. It’s easy to keep our heads down and plow ahead, but the world we live and work in is constantly changing. Being aware of these changes can help us improve our odds of future success.

Here are a few general questions to consider:

• What went well this year?
• What did not go well this year?
• What surprises did you experience?

 Here are some questions about the marketplace you work in:

• What growth is expected in your industry?
• How did the economy affect your territory?
• What are expected economic trends?
• Are these economic trends good or bad for you/your customers?
• What changes have occurred with your competitors?
• Are they more or less formidable than before?

 Here are some questions about where your revenue will come from:

• Who were your top 10-20 customers?
• How much did each of them do with you this year?
• How much do you expect them to do with you next year?
• Who are your top 10-20 prospects (including new opportunities from your customers?
• How many opportunities do they offer?
• How much of this opportunity do you need to be successful?

 Lastly, here are a few personal questions to consider:

• What will it take to retain the customers you have?
• What will it take to bring in the most important prospects you need to gain commitment from?
• How well are you leveraging your process and toolkit?
• Are you taking full advantage of your resources? Are you leveraging your team appropriately?
• What skills do you need to strengthen to get to/stay at the top of your game?

 By thinking through these questions, you position yourself to put together a workable plan.