Q4 is here! And with it two Key Objectives:
1. For sellers, to hit or exceed their quarterly numbers
2. For the sales organization, to hit or exceed annual goals
Q4 is the time to be laser-focused and be clear on what needs to be done. To maximize revenue, leaders need to focus their sales team on the right activities and the right sales opportunities to achieve quarterly and annual goals. Sales coaching by your front-line sales managers are your organization’s Force Multiplier (multiplying sales teams’ success through coaching by the sales manager) to reach your revenue goals.
To be effective, sales coaches need to be agile and adapt to what is really happening and proactively guide each sales team member to affect Q4. It can be a daunting endeavor to keep focus. There may be many issues and challenges to consider such as competitor threats, fulfillment issues, economic downturn pressures, pricing concerns, ongoing pandemic uncertainty...the list goes on. Often, in these situations, the sales and buying process stalls—but it doesn’t have to.
There are no simple answers, however, it is critical for the sales leader to analyze and identify the opportunities with the highest win probability and then to guide, coach, and manage the top priority actions. Additionally, sales leaders need to identify where corporate resources are required to win a deal and serve as the conduit to provide those to sales reps to close deals.
These are what successful sales organizations do for sellers to hit their quarterly numbers and for the sales organization to hit annual goals.
If your company needs help with your annual sales meeting and/or help with coaching your front-line sales managers, contact us for a complimentary consult.
Sincerely,
1-404-918-9524
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