Q4 Sales Plannning for Sales Effectiveness

Okay… Here we are.  We are getting on close to fourth quarter.  We have 3 months to complete the year and hit our number.  Fortunately, this looks to be a less tough selling environment.  So how are you going to approach your sales territory in the fourth quarter?  How are you going to increase your personal sales effectiveness?  Are you going to make more sales calls? More cold calls?  Are you going to sell more to your existing customers?  Try everything, all of above?  Here are some ideas..

First, look at your quota.  If you are at 100% year to date… GREAT!  If you are less then that, take the dollars you are short, add that to your fourth quarter quota and divide by 3.  You now have your new monthly sales quota for Q4.  Now in order to hit that number, a good rule of thumb is that you need 3 times your quota in pipeline in order to hit your number.  This quarter, you should make that 3.5 – 4.0.

In order to hit this number, you have to first stop and analyze your business.

• Where did you get your business for the last 9 months?
• Are these industries still a viable prospect?  Why?  Why not?  Even those industries in turmoil have to continue to operate, and there are better companies in those industries.  Your job is to find them.
• WHY did people buy from you in the past?
• Is that message still viable?

Companies tend to put a brake on spending in a tough economy, BUT they will always buy a product or service that they BELIEVE will either increase their top line or reduce their costs thereby increasing their bottom line.  If your message doesn’t fit into one of these… CHANGE IT! This analysis is critical.  Before you can create a sales plan that will help you be more effective in the fourth quarter you have to understand your business and the industry and companies that you sell to.

Now look at your pipeline.  You probably have deals that are there and they are in your sales forecast.  If you want to hit your number, knock it down by 30%. You are going to see deals fall away and get pushed out.  Know that going in.  Look at the sales cycle.

• How long did it take to close the last 4-5 sales?  Now add a month, and look at how long you have been working on these opportunities.
• Do you think they will close in the fourth quarter?  Be honest.
• Now look at those deals this year that have closed quickly.
• Why?  What kinds of companies were they?  What are the common characteristics?  Figure that out.  If you can find something that stands out you can then try and create that same situation again.  There is very little low hanging fruit this quarter, but you can possibly create some.  But you can’t do that without really looking at the sales that closed quickly.  If you can find one or two of these you are in a much better place.

The last thing you do, is take this information and create a plan.  If you have never written one you can download our sales planning tool.

One last thing… You will need to work harder and longer hours this quarter than you have possibly ever had to… Stay focused.  Create your action plan that is specific.. and Work it!