More Sales in the Last Quarter Episode MTSN-036

Don’t Hunt Elephants when you only have time for hunting Small Game.

Pipeline management: As the fiscal year begins to close, top performing sales people and managing their work in a way that ensures they have extracted every bit of value from their compensation plan to just hit target (or whatever accelerator incentives exist.

You have to get ruthless in your understanding of your pipeline. Don’t train your customers to expect end of year discounts. Which deals are most likely to close ? Your efforts have to be focused only on deals that can and will close within 60-90 days.

In the last quarter, you need to focus on things that customers can buy quickly and without a lengthy decision or purchasing process – like standard products and smaller orders.

Focus on activities that you can do to fill the pipeline that will give you deals of the correct size. Government customers in particular are responsive to direct email campaigns with ‘end of year Use or Lose’ funds.

Good 4th Quarter strategy will maximize your return on sales effort, and position you for the next year of outstanding sales performance.