Are Your Q4 Deals Going To Close?
- by Elay Cohen
- September 26, 2013
- Sales Skills
SalesHood - Sales Enablement Platform
Here is a message for salespeople and sales managers.
This month is winding down and for many it’s the end of the quarter too. While we all focus on closing September strong, it’s also time to start planning for a big 2013 finish. You have three months to make this year the biggest year of your career. Are you going to be sitting on the beach with your family drinking that “Pina Colada” at Sales Club next year celebrating your amazing finish? Are you visualizing the scene? Walt Disney said it best: “If you can dream it, you can do it.”
There are many things you need to do at the start of the quarter. You are already getting ready. There is one important, foundational sales strategy that I’d like to suggest you consider doing. You own your business. You are the CEO of your territory. It’s up to you to do a proper inventory of your deals and pipeline. Work with your sales manager and your team, but be the first to be honest with yourself about where your deals are.
Can you answer these five questions for every deal and customer engagement you are tracking to close this year? (Be honest!)
Use these questions to help you qualify your opportunities and ultimately get you to a compelling event that is driven by your customer. Remember, a compelling event as defined by many including, Donal Daly, CEO of The TAS Group is:
“A time sensitive response to an internal or external business pressure that drives action within a defined time period with consequences of inactions.”
You can dive into what is and what is not a compelling by reading Donal’s blog. Click here for it.
Reflect on the questions above while pondering this compelling events definition.
It’s time to be brutally honest and see if you have answers to these questions to every one of your deals.
The good news is, if you don’t have all the answers, that’s ok. It’s better to know now, rather than later in the year, when it’s too late. The self-awareness will define your sales activity and ultimate prioritization of time and customer outreach for the coming weeks. Focus on what you don’t know and avoid happy ears.
Uncovering the compelling event through thoughtful discovery and customer conversations in every deal will improve your forecast accuracy and fullfil your dream of getting to the beach in Hawaii.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.