Closing out 2017

This blog may already be too late.  A rising tide has lifted most businesses to good revenue growth this year, but it is always great to crush the 2017 plan.

You have six weeks left in 2017 as the Sales Manager to finish strong.   A sample schedule could be: 

1. Week 46-47.  Focus on the larger deals that will take multiple meetings to close but still have a high probability for a “W” by the end of the year.
2. Week 47-48.  Focus on the medium sized deals to the point where they are ready to close.
3. Week 48-49. Focus 100% on closing the deals at the close and negotiate stage.
4. Week 49-50. Finalize the details-tie it up- that will facilitate an order be placed by year end.  
5. Week 50-51.  Follow up with any post sales service, warranty or check in type issues.
6. Week 51-52.  Full court heavy prospecting for 2018.  Open as many doors as possible that will get you off to a running start in 2018.  Secure appointments for the first three weeks in January. 
   

Does this sound intense-it is!  There is no rest for the wicked.  OK-what can you stop doing?

1. Trying to close on any large deals that are scheduled for 2018.  Your customers are trying to close down 2017 too-don’t waste both your time.
2. Procrastinating further by thinking that you can get all done in December. 
3. Working on "not close" deals that will experience a price increase after the start of 2018.  Not many intelligent buyers will be bullied into placing a year end order to avoid a price increase. 
4. Having routine meetings to deliver Christmas goodies-no one has the time for this.  UPS and your customer will appreciate a delivery without a face to face.
5. Thinking that no one is around the last two weeks of the year so you might as well not follow up to prospecting calls.  People that are working are more relaxed and not in meetings-a great time to connect.

Do you want to have a free fifteen minute discussion on how to kick off 2018?  Sign up on my web site http://www.jimthomasintl.com/ or contact me directly by phone.

Good Selling!