Close November Like It’s December
- by Elay Cohen
- November 3, 2014
- Sales Process
SalesHood - Sales Enablement Platform
Make November count. Close November like it’s December. I love the idea of putting motivational and financial incentives in place to sales executives to drive action. Why not pay reps more if they make their number in December? I don’t mean offering customers bigger discounts to sign a deal before month end. It starts with the quality of the pipeline and how well your deals are mapped to business problems that matter to executives. Here is some inspiration to get you and your sales teams off to a big finish this month.
Increase Q4 revenue, improve forecast accuracy and bring forward Q1
pipeline to make November your biggest month ever. Assemble your team to coach “urgency” in your deal closing strategies and score each other’s deals. Make this a priority in the first week of November to avoid any later Q4 surprises. Focus the team on uncovering the reasons the why the deal won’t clsoe rather than why the deal will clo
Give your teams a refresh on the principles of Close Plans in their Q4 and Q1 deals. Review the Close Plans Sales Huddle in SalesHood and put your reps to work dusting off their mutually agreed upon customer success plans (aka close plans). Do all your Q4 deals have compelling events? How about close plans? Have you uncovered the complete decision making process? Has your champion signed off on the mutually agreed close plan?
Get your sales data in check and pull a list of your top deals. Then review the library of Sales Huddles in SalesHood, including Compelling Events, Decision Making Process, Close Plans or Executive Presentations. Choose the topics your reps and deals need the most right now. Get it scheduled and then watch the invitations, reminders, videos, and coaching tools get pushed to your reps’ mobile devices.
Bring the power of mobile-to-mobile, rep to rep, best practice sharing to your sales teams and nurture a culture of sharing and coaching. Get the SalesHood iPhone app now from the Apple Appstore and sign up to get your invitation to join the future of sales productivity automation.
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.