So, whether it’s going to be a hard winta’ or a long spring like it was last year, everything seems to be coming together up at the house, over at the barn and out in the woods in prep for the snow which has been already layered into most of the mountains from last week’s storm. The refrigerator winter list of “Honey Do’s” was officially thrown away on Saturday, as we now enter one of the two Tween Seasons-this one being…“waitin’ tween fall and winta’ ”.
Easy to say and actually easy to do…as long as there is a strong leader with enough chutzpah to lead with one hand and facilitate consensus with the other. I know- “government is different”-but the reality is that it isn’t. The leadership of both parties needs to actually become a leader in more than rhetoric, take a stand, increase revenues and cut deeply into the sacred expenses of entitlements without looking back so that we can start moving ahead.
Plan every single day now between today and the end of the year. Everything needs to come together in every one of your major accounts like a well-oiled machine. Just like Belichick is not only plotting out every single game left in the season, but trying to foresee every single potential play as he drills his guys, has them reviewing game tapes, working through extra practices and studying play books into the night, so should you be doing the same with your team. Leave absolutely nothing to chance, and, if a couple of your guys don’t like the added pressure, get rid of them once the quarter is over. This season is for all of the marbles, and anyone who is acting like they are not 100% on the team, is definitely not on the team.
Getting through this quarter is vital, but you also need to worry about your Q1 pipeline. I know that you and everyone on your team intellectually knows this, but the reality is that you and they are going to do everything you can to make the Q4 number…including pulling in deals from Q1. Unless you’re careful, and you’re putting in an extra 20% to prospect, qualify and do discovery on new deals, you will find yourself behind the 8 ball come January 2nd.
Yes, the math of your time does add up to 120%, but you knew when you took this job that not only would it be the most exciting and the most rewarding thing that you did, but that it would also require you to push beyond your limits. This quarter is coming together right this minute, so now is the time that you need to find the extra 20% from yourself and your top team. The top performers clearly have it in them. You need to just bring them together and take them that one step beyond.
Good Selling !!!
Check out our latest addition to our Sales Toolbox on the subject of Listening Skills by clicking HERE. Too often as sales people, simply because we are sales people, we want to tell & sell rather than listen. What we know from our experience is that Listening is one of the most important skills practiced at the initial steps of Qualifying and Discovery in your sales process, which is why we put together this short Brainshark on listening.