Tuesday we enter the “final half” of the sales year, the unofficial intermission that is summer comes to a figurative end, and harvest season is upon us. Now if you did a good job of ploughing, seeding and nurturing (even fertilizing), in the spring, you are truly in a position to harvest. On the other hand, if you did not tend to your pipeline before the summer, you’re left hoping for rapid growth season before winter descends on your income; too bad they don’t make Miracle-Gro® for pipelines.
Based on which of the above groups you are in, you will need to attack September – December in different ways. If you are in the first group, and invested the time and effort early in the year, and set yourself up for a bumper crop, you have two areas of focus, first to fully harvest and maximize your opportunities; second to set yourself up for success in 2016.
To fully maximize opportunities, start early, segment your pipeline in to two general groups, those that are truly just in need of harvesting, and those that still need some work to complete. In this latter group I would take a close look at those opportunities that based on past experience have the attributes of a deal likely to close this year, and those that, on sober consideration, are not likely to close this year, but will/may likely slip into next year. To be clear this is not to say that you toss or forget or sandbag, in fact the opposite, work them, because they will contribute to next year’s quota, but be practical and think about how you spend your time proportionally. Time is not recyclable, leads (and opportunities) are, invest your time in a way that yields maximum results, now and in the future; divide your time to skew towards those opportunities that are ripe and ready to happen now.
With the opportunities that will close, it is all about coverage, and focus. Start with a recommitment to having a plan and executing that plan. The challenge as always, is having a plan aligned to the buyer’s objective and demonstrating your ability to impact and drive those objectives. Part of that plan is understanding what needs to happen at each stage in order to continue to move the opportunity forward based on previous deals. Map it out so you can identify critical points along the buy/sell trip, and critical actions required to successfully complete those critical points. The map is your planning tool for your meetings and encounters with buyers, helping both you and them agree on next steps and move towards desired and identified outcomes. This will help you accelerate deals, and free up bandwidth to prospect and set yourself up for next year.
Now if you are in the other group, in a panic to make something of the year, tune in next Monday for Part II of Ready – Set – Go.