For most in our business (and for many of our customers), a new fiscal year has begun. With that often comes changes in go to market models, sales coverage plans, management structures, priorities, and many other organizational aspects. This often leads to a great deal of consternation and “noise” in the system that creates distractions and can keep you from immediately pursuing success in 2015. So to help you get your head above the fray, here are my top 3 focus areas for your consideration:

1) Close out last year. And I mean right now. If you owe your manager documentation on last year’s performance, get it turned in today. If you need to send feedback on your colleagues to their management, get those praises aired now. (You should have been documenting both of these throughout 2014, so final submission should not be very arduous). If you thought that you would address any lack of hygiene in your CRM, forecasting, or reporting systems over the holidays but ended up spending that time with the kids on the new PS4, get those applications updated before the sun rises again. Even if it means pulling an all-nighter to get these tasks off your list so you can focus on the future.

2) Understand your management and colleagues. This is particularly true if your organization is changing. Knowing your reporting chain, the responsibilities of your colleagues, and your broader organization will enable you to more rapidly and effectively engage all of them to help your customers and pursue your goals. You will need your colleagues in the field with you and your customers as soon as possible. You will need your management’s support to deal with challenges and reward you for your success throughout the year. The faster you engage with both, the more confidence you will have with #3, which is…

3) Focus on your customers. Of course you know that this is always our #1 priority, but at the beginning of a new year we often have to address numbers 1 and 2 in order to give full focus to #3. This includes both your “old” and “new” customers. If your organization is altering coverage models or changing territories, introduce your customers to your successors who will be taking over those relationships. This will ensure a smooth transition and give your customers the confidence that your company, regardless of the individuals assigned, remains dedicated to their success. If you are getting assigned a new territory, dive into the details of those customers. Understand their current relationship and prior investments with your company. Download their 10-Ks, annual reports, and use services such as FirstRain and Hoovers to educate yourself on their priorities and industries. Most importantly, immediately start reaching out, introducing yourself, and getting together face to face with your new customers and lay the foundation for a mutually beneficial relationship. And remember, your customers are likely changing aspects of their organizations as well. So even if you do not have a new set of customers, you may need to begin working with new individuals at your customers.

Successful businesses are always evolving and the beginning of the calendar year is as logical as any time time to implement changes. Don’t let yourself get bogged down by the uncertainty that may be swirling above and around you. If you find yourself getting caught up in the maelstrom, clarity of your mission can always be found by spending time with your customers. Best of luck as you begin 2015.