How Do You Know Your Q4 Deals Are Going To Close?
- by Elay Cohen
- November 15, 2014
- Sales Skills
SalesHood - Sales Enablement Platform
How Do You Know Your Q4 Deals Are Going To Close? There are thirty days left in the quarter and year. What’s your strategy for a final end of year push? Are you doing daily deal reviews and offices hours? Are you holding team based deal strategy sessions?
Here is a list of questions you use in your one-on-ones, deal reviews and pipeline review calls:
Question 1: What are the company’s top issues?
Question 2: What are the impacts of the issues?
Question 3: What is their vision?
Question 4: What’s the compelling event?
Question 5: What’s executive power strategy?
Question 6: What’s the decision making process?
Question 7: What are the closing steps with procurement & legal?
Question 8: What’s your competitive strategy? (Be paranoid)
Question 9: Why will this deal not close?
Question 10: What is your closing plan?
Use these questions as a filter against the quality of your Q4 pipeline. Have every rep and manager focus on answering these questions to ensure every deal comes across the finish line. Use the entire team including executives, sales support staff and partners to help triangulate deal strategy including decision maker and influencer strategies.
Regardless of your go to market and sales process, the questions will be very similar. These questions are fairly standard and should be methodology agnostic. Focus more on the process and cadence of inspecting the deals in a consistent way. Focus on how you engage your reps and how they learn from each other. That’s the real work to do as a sales manager in the last thirty days of the year. Energize your sales teams to be thorough and curious about every last detail to avoid last minute surprises right before the end of the year.
We have deal review templates that are full integrated with Salesforce to make this an efficient process that is fully integrated with forecasting.
Finish Q4 strong.
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.