Sales Managers Share Tips for a November Sales Push
- by Elay Cohen
- October 31, 2013
- Sales Skills
SalesHood - Sales Enablement Platform
You’ve just finished another great month or maybe it was an “ok” month. November is now here and it’s time to get the most out of a shorter month. I spent some time talking with some sales managers this week about what they want their sales teams to do this coming month. The end of the year is fast approaching so focus is a top priority. Here is a summary of our conversation:
Action # 1: Focus on avoiding any surprises on what is forecasted
Work with sales teams to ensure what is forecasted doesn’t slip. Do what you can to avoid late deal surprises. Make sure you avoid happy ears. Challenge your sales teams to answer these important questions about their deals: Is there a reason why this deal won’t come in? Have we confirmed (and reconfirmed) the decision making process with our champions? Have close plans been reviewed by the customer? What happens if the customer does nothing? Are there any red flags or roadblocks that need to be removed?
Action # 2: Pull in what you can from pipeline
Chances are your sales team has some deals that can be brought forward by applying the right attention. Spend some time looking through your foreward pipeline. Have your sales team be rigorous about which deals can be accelerated with the right amount of urgency. Consider having everyone on your sales team apply these questions to their larger pipeline deals: Is there a compelling event? What is the core business issue that needs to be solved? Is there any benefit to your customer to solving sooner? Can you quantify it? Remind your sales teams that they can improve the quality of their pipeline by uncovering customer business issues that need to be solved immediately.
Action # 3: Prioritize prospecting to fill the pipeline
Remind your sales teams that they should always be prospecting. Maybe they have already made their number and they want to make accelerators. Or maybe they need the push to get that much closer to the beach in Hawaii to join their team mates who already made club? Remind your sales team that every prospecting push counts and staying hungry at this time of the year uncovers new projects that could turn into big end of year deals. Have your team set aside some time every day and do some focused, business issue oriented, prospecting.
If you want to learn more about how to immediately operationalize these recommendations with your sales teams, Try SalesHood. Happy Halloween and have a great selling month in November.
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.