At Blind Zebra, we’re not big on fluff. We don’t believe in vague goals written on cocktail napkins or New Year’s declarations like “crush it this year.” What we do believe in is clarity, accountability, and showing up to the job of sales like a pro - on purpose, with a plan. Enter one of the cornerstone tools in our Sales Operating System: the Personal Business Plan. We built this tool because if we asked you right now, “Hey, show me your business plan,” there’s a pretty good chance you’d start mumbling or flipping through old notes. Not anymore. From now on, when someone asks to see your plan, you’ll have a real one, built for you, by you, and tied directly to what actually matters in your sales world. Let’s walk through how this thing works - and why it’s a game-changer.
First: Why “Personal”?
Because this isn’t your manager’s plan. This isn’t for a quarterly PowerPoint or a company OKR meeting. This is yours. You commit to it, you own it, you use it. It’s built around your goals, your energy, your pace. Sales is personal. So the plan should be too.
What’s in the Plan?
This isn’t just a to-do list. It’s a structured tool with some serious backbone. Here are the major parts:
Time Period: 6 Months
Forget annual planning. It’s too long, too fuzzy, and often needs to be changed at the halfway point. We work in 6-month chunks - January to June, then July to December. That gives you a clean reset point mid-year. Had a rough start? You reset. Had a killer first half? You double down. Either way, you stay in motion.
Theme
One word or phrase that sets the tone. It’s personal. It’s your headline for the six months ahead. We’ve seen everything from “Be Visible” to “Close, Close, Close” to “Be a Connector.” Whatever speaks to you, put it here.
Business Objectives
This is what you want to accomplish in the market. It must be numeric. No soft stuff like “win more deals” or “focus on growth.” We’re talking:
- “Close 6 new logo deals at $50K+”
- “Increase average deal size to $40K”
- “Book $500K in new pipeline by June”
This is the what of your plan.
Controllable Behaviors
Now, the how. These are the levers you can actually pull - no wishful thinking, just action. Again, it must be numeric. Think:
- “Send 25 outbound emails per week”
- “Make 10 new LinkedIn connections weekly”
- “Attend 2 industry events per month”
If you can’t control it directly, it doesn’t go here.
Personal Objectives
Sales isn’t siloed from life. So we carve out space for personal stuff - run a half marathon, learn guitar, take a trip, whatever matters to you. Because energy in one area bleeds into the others. You take care of life, and sales tends to take care of itself.
Clients
Keep your top clients close. Literally, by name. This is your quick gut check: “Am I staying tight with my key accounts? Or am I taking them for granted?”
Conquest List
This is your target list - companies, logos, or individuals you want in your world. Be specific. “Tech companies” is not a conquest list. “Acme Corp. VP of Sales” is.
Connectors
The humans who can help make those introductions. You want 20, by name. Could be clients, past colleagues, neighbors, parents from your kid’s soccer team. People who like to connect others - your secret sales team.
Threats
What could get in your way? Be honest. Market shifts, internal change, staffing issues - name it, don’t bury it. You can’t beat what you ignore.
Core Motivations
What drives you? What matters deep down? This is your grounding wire. For some of us, it’s “Freedom, Flexibility, Fun.” For others, it’s “Family, Impact, Legacy.” When things get noisy, this brings you back.
Start / Stop / Continue
A classic framework for clarity. What’s new, what’s dead weight, and what’s working? Every six months, reflect and adjust.
The Secret Sauce: Accountability Triads
This is where it gets real. You don’t just fill this plan out and shove it in a drawer. You live it - with two other people who keep you honest. We call it an accountability triad. You meet once a month, 20 minutes, no fluff. You look at your plan. You talk about what’s working and what’s not. That rhythm - the steady pulse of showing up for your own goals - is where the transformation happens.
Why This Matters
Because sales doesn’t need to be complicated. It needs to be intentional. The Personal Business Plan gives sales pros a simple, grounded way to align their effort with their outcomes. It clears out the noise. It puts language and structure around the things you’re already trying to do - win good deals, stay focused, and make real progress without burning out. It’s a way to show up as a professional and as a human. And guess what? This plan isn’t static. You’ll rewrite it every six months. You’ll grow it, tweak it, and maybe even surprise yourself with what you pull off when you actually commit to it. From now on, when someone asks, “Do you have a business plan?” - you’ll smile and say, “Yep. Want to see it?”
Align every step for every rep
