For companies that are on a fiscal calendar, it is crunch time for sales. It's the time of year where you are asked every day what the status of your big deals is. It's the time of year that puckers up every sales manager. It is also the time of year to have a plan that addresses all the potential things that can go sideways. Here are a few that come to mind. Have you ever had a key meeting planned for December only to find out you can't get to your destination due to weather in Chicago? Have you ever had a deal on the threshold of signing only to find out the key decision maker is out with the flu? How about the company that puts a temporary freeze on all discretionary spending starting November 15th? Does the company (or their legal) close down from Christmas to New Years?
You get my drift, Have a "plan to close" now, run it by your potential customer and work on potential roadblocks with thought out alternatives. Better yet, get it closed by the first week of December
No comments:
Post a Comment