a few Reasons to be thankful!
We just finished what I always consider to be "the best holiday of the year".
--no one really worked last Wednesday, and even if you did, your prospects may not have.
--definitely, no one worked Thursday, and we celebrated with whomever was safe.
--most people did not work Friday other than in retail or necessary services.
--two days of good weather on the weekend came next.
--and yesterday, we closed out November's quota...hopefully on plan!
now it's Tuesday & we have 20 selling days left
20 days are actually a ton of time to do what we do as sales pros!
With the correctly qualified accounts, all of us, as the seasoned pros we are, have enough time to push down the field, mount play-after-play, bring together the right team and move almost any deal to a close. That's this week, still early in the game with lots of time left on the scoreboard.
Next week, not so much time left since we'd already be in the second half of the selling month in pre-holiday time.
The following week, we have no time at all unless we're just a few relative yards/minutes away from pulling everyone over the goal line.
Here's a couple of tactics that always work...
1. Focus on the 80/20 Rule!
Today, as in today-Tuesday-separate out the 20%, (maybe it's only the 10%) of what's in your pipeline that will make the biggest impact on your quota. In fact, one or two of these opportunities may also be the most difficult and will take maximum time and effort, which is why you're focusing today on the 20% since you have a full 20 days to get to a close. Plenty of time in fact to make a difference in almost any deal.
2. Get rid of the detractors & interrupters!
The good side of being zoom-distanced is that there are fewer office-talk interruptions although your WFH time may be equally challenged by kids and pets. The very good news is that you have 20 days. Multiply that by 10 hours, and you have a ton of time. The reality of that news is that you have only 20 days.
- My buddy, Frank Y., who excels as a BDR, works time zones following the sun across the country.
- My neighbor, Ray, moves his office to the garage, during the kids' home-schooling hours.
- I'm up even earlier at 4:00 AM planning out three days ahead and getting rid of the mental clutter.
3. Clean up your calendar!
- Today, plan out all of your selling days for the rest of the year and just jam into those same time blocks everything you think that you will need to do between now and then.
- Then take an expanded view of what you have just done and make sure that it makes sense balancing what time blocks you now have in your 20-day calendar and what time you have available to actually sell. Try to view your calendar as if you were 20 feet above the view and not able to see the details other than the available time to sell.
In some sales markets such as recruiting and real estate, these are called "the money hours", which these highly trained salespeople know from experience are the two or four optimum times during a day to connect with a prospect. The point here is to take a hard look at what you have available to sell and simply get rid of everything else and forklift it over to January. Yes, January!
- I'm a fanatic about time, and I just did this exercise yesterday morning and realized I had overlapping times in two critical presentations and was not allowing enough travel time Wednesday night to prep for a critical early Thursday call.
- Make sure that you ask your December prospects what their vacation plans are for December and also extend that question to everyone else in the purchasing approval cycle. Nothing's worse than trying to track down someone in the legal department for a cursory review of the final approval docs when that person is on the ski slopes between Christmas and New Year's.
- For sales management, there's the added reality during these same 20 days of having to spend some time fine-tuning the 2021 sales plans you submitted to your boss and the finance people in November. Another reality for sure, and there's no way around that other than weekend work. Having dealt with this at all levels for 25 plus years, if you want a few ideas as to how to compress time and focus your planning on the sales and financial KPIs that really count, just connect for a no-cost call.
No, this is not another statement on what you need to do to prevent infection. You already know more than the basics by this time. This relates to doing whatever you need to do to stay healthy, efficient, alert and sales-effective through the balance of this month which comes down to the simple truths of exercising, getting enough sleep and eating correctly...just like Mom told us.
We all know the basics, and, yet most of us struggle with finding enough time or dealing with the realities of not being able go to our favorite gym which we left back in March.
I certainly would rather be back at my workout place in Boston which I last saw on March 9th than walking down into the basement at 4:00 and getting on the Peloton for 30 minutes. But I also know the mental impact of what 30 minutes can make in clearing out the clutter and focusing me for the day ahead.
Nothing earth-shattering or even new in the four-point outline above...other than the reality of 20 days of superb opportunities in front of us today!
Have a great day selling today...and for the next 19!
CONFIDENTIAL SOUNDING BOARD
If at any time, you have a need for a confidential sounding board in business planning or for Sales or Marketing, just connect with me at any time. Text or email me, and I'll quickly set up a call. I'm a pretty good listener.
Obviously, no cost for a call or two; just an opportunity to listen intently and make a few recommendations based on decades of experience.