The Biggest Mistake That Salespeople Make at Year End

Posted by Dave Kurlan on Wed, Nov 30, 2011 @ 08:11 AM


calendarIt's the last day of November.  Realistically, there are three weeks of business remaining in the calendar year.  Will you hit your numbers?

The reality is that unless your sales cycle is shorter than 3 weeks, there isn't much chance that a new opportunity will impact the calendar year or quarter.  That doesn't mean you shouldn't be lining up new opportunities!  The biggest mistake that salespeople make at year end is investing all of their time on opportunities that are already in the pipeline.  There are two reasons why this is an ineffective strategy:

  1. Most of these opportunities are not yet closable and will not magically become closable just because it's the end of the year.  The progress made is the progress made and the time line is the timeline.
  2. Salespeople start the new year with few, if any, new opportunities in their pipeline.  This makes for an ugly month sometime during the following year, based on the length of the sales cycle.
So what should the plan be?  
Same as any other week, quarter or month.  Focus on the basics.
  • The sales plan calls for a certain number of new opportunities this month.  Make sure that goal is met to avoid the bad month next year.
  • Identify the closable opportunities in the pipeline.  Other than providing discounts and incentives (bad strategy) to close, what is standing in the way of getting those opportunities signed, sealed and delivered?
  • Identify the qualified (the stage before closable) opportunities in the pipeline with a  time line consistent with the end of this year.  Other than discounts and incentives, what will move those opportunities to closable?
  • Make no effort to close anything in the pipeline that hasn't reached the closable stage but do remain connected with the contacts from these opportunities. Your competition will be trying to close (prematurely) them...  You can even ask them if "the other guys are calling them and offering incentives to get them to sign".  You can also mention that you "know we aren't there yet" and all you want to do is continue your discussions with them.
In summary, your actions can not be dictated by the time of year.  Your actions must be dictated by where you are in the sales process and the step or stage that must occur next.

Topics: Dave Kurlan, sales process, sales training, Closing Sales, sales tips, hitting year end numbers

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader