Monday, October 17, 2011
Why Selling in The 4th Quarter is So Important!
Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
The sales year has 4 Quarters in it – and the 4th Quarter is the most important of the year. "Q4" is the quarter that has a double-impact to your performance.
First, consider that sports coaches always teach their players to compete until the end of a play, a game, or a season. Many sporting events are not won until the last minute, or play of the game. Yogi Berra's famous quote "It's not over 'till it's over" not only applies to sports but sales as well.
From a sales perspective – give your maximum effort until the last day of the year. Let your competitors coast through the holiday season. This is the quarter that sales performers will usually dramatically impact their annual performance and commission for a strong finish. I have also found that it is a great time to get in front of decision-makers, and some of your customers may even have budget money available that expires at the end of the year. Even if you find yourself behind your quota going into Q4, stay focused on a strong finish.
Second, it is also a critical time to lay the ground-work for a successful start to the next year. Our performance in the first quarter of 2012 will be traced to our activities in this final quarter of 2011. Many of us have longer sales cycles, so let's get a start on building a strong pipeline (or funnel) of projects now! Coasting now, may seriously impact your sales performance into the New Year.
So, compete to the end of the year, or as they say in football "until the whistle blows." This will not only help you in 2011, but also help you set the tone for a successful 2012!
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