Three Tips to Close the Year Strong

Many companies are now in the final quarter, with some performing quite well while others are struggling to reach their year-end target. Hopefully your sales department has been performing consistently throughout the year and there is no hockey stick sales forecast, where the majority of sales are in Q4. Here are a few strategies to consider for reaching your year-end targets:

Don’t leave it up to the Sales Guys! If it is really important that you hit your target, don’t leave it up to chance. Top performing sales people (those on target or above) know what they need to do to close the year strong, but those who are behind will need your help to keep them focused on their goals. If they haven’t figured out by the end of the 3rd quarter, it will not happen in the 4th.

The Race is STILL On! Some sales people tend to write off the year before it's ended, with the classic excuse: “I’ll do better next year”. Even worse, they can start bagging sales - pushing sales into the New Year. Always remember, all races are won at the finish line and that is no different in sales. Keep the pressure on to finish strong, until the last day of the year.

Focus on what’s "Closable". I know most sales people have a pipeline of deals they are working on; however, give extra attention to the deals that can impact how you close the year. Analyze your pipeline and clear out dead deals - those that are going nowhere. Focus on deals with a high potential for closing within this fiscal year, while still keeping an eye on longer term deals.

"It ain't over 'til it's over" -Yogi Berra

These are just a few tips to keep your sales team focused until the last day of the year. If your sales team is having difficulty reaching their year-end targets, feel free to contact me for more information on how Progressive Concepts can help your business grow.