One Obs

Last week I received an e-mail from the commercial organization of training in question as under:

"What will you do to ensure your sales targets are achieved this quarter?
It was to promote a workshop comes in mid June

Now I donÂ't know about you, but my sales cycle is about 8 weeks. Many of my clients have 2 to 3 sales cycles per month. So, based on a cycle of eight weeks, my neighborhood was decided in late April, if you have a cycle of three months, the die was laid in late March. When this cute and catchy question landed in my junk box, I was more than half of my third trimester.

Nothing short of a miracle will change the results of this quarter, this time in June Of course, I can go to a good customer and a "Geta" to do something now rather than August, but how many times can you go for good?

I had dinner with a friend a few weeks, which happened to be the last week of the month. He called all the excuses, saying he had to cancel our lunch: Man "A Sorry, ita, but it's the end of the quarter, all weÂ're pushing hard to close things, lets meet next week when things will return to normal. "Knowing his background, he wasnÂ't really his fault, he, like many executives sales forces have been trained by leaders of other sales of such poor prospects. I remember his former employer forbade holiday or absence from the last week of a quarter given.

This not only ensured that there would be no new business in the first weeks of the new quarter because people have free time. But there would be no exploration of the last week of a quarter, according to vice president and manager would have difficulty look at any activity that wasnÂ't focused on closing the business. So, with a cycle of three months, they are actually ensuring that there would little close together for the next quarter. Two weeks or longer ignore the front end of the process (exploration) have ensured frenzied ritual at the end of next quarter. Except for those caught in it, it is almost amusing and predictable as the seasons change.

Did you already One of these managers that comes to March 27, and wrote a "What can we close at the end of the quarter? Â" And you think to yourself, Gee allows to see youÂ've been watching my weekly pipeline, we have a cycle of eight weeks, I think we can close everything that was there for eight weeks, if I try I may close some things that were there for the last six or seven weeks, and if you're willing to reduce the price of 40%, I think I can close this company, we met five weeks ago. Attention the price integrity has been one of your KPIA this year. Thus, when a "things are back to normal", what does that mean?

Although it is always good to balance Short-term and long term planning, the reality is that your cycle is your cycle, and unless you can change this, what you get today you have to go back a little, in my case it is eight weeks.

So where does that leave you? With the reality that today is the last day to affect your sales cycle (a cycle of three months) if you donÂ't put something in your pipe today, how are you something close in three months? Thus, rather than hoping for a miracle at the end of the race, you need to supply a solid race from the beginning. My friend and others Managers must deal with the fact that if they focus every day on creating new opportunities, then things will be closed all day on the x weeks road.

The clients who hire me and I donÂ't have a crisis end of the quarter, no end crunch year, just a steady stream income, in my case, eight weeks after I run things. Every day I focus on the launch of the new. Now ita is not always easy, but the ITA much less stressful and more lucrative than worry about that at least three days of the quarter. Once you recalibrate, youÂ'll find that your energy and cash flows are balanced, stable and predictable.

To learn what many of our customers have, how down the gerbil treadmill and take the stress process, call us and learn more about our prospects and management of exploration programs.

Tibor Shanto, is a Principal with Renbor Sales Solutions Inc., Renbor Sales Solutions Inc. enables companies achieve sustained growth, by focusing on critical aspects of revenue growth. By recognizing that an outstanding sales force is THE differentiator in todayÂ’s environment, our clients with our help, focus on the development of both strategic and tactical initiatives to foster a winning team that will out think, out sell and out perform competitors while consistently gaining market share.

RenborÂ’s Objective Based Selling (OBS) is a structured approach to delivering ongoing results and improvement by focusing the entire sales organization on a key set of objectives. The overarching objective for any sales organization is to achieve exceptional and sustainable revenue growth. This is accomplished by creating a culture of sales excellence built around the principles and processes adopted by world-class sales organizations.

For more information on helping your team sell better, write to: info@sellbetter.ca, visit http://www.sellbetter.ca or call 416 671-3555

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