Almost every sales leader and sales person I know complains about the traditional late summer slowdown in sales. Prospects are on vacation, school and sports schedules are changing, in most of the country its too hot to do things outdoors, and life is a little bit out of cadence. It may be September, but we are still feeling the effects of company decision makers slowly getting back into their regular cadence.
Believe it or not this is the perfect time to get your 2013 revenue planning underway. Also keep in mind that it always gets hectic in the fourth quarter as you are trying to close everything you can before the end of the year. At some point in the near future your Board of Directors will meet and mandate some growth increase for next year. When they do you must be able to show the impact this growth requirement has in terms of sales headcount, opportunity management costs and the quantity of marketing qualified leads your team will need to make your sales target.
Here Are Three Sales Revenue Planning Steps You Can Take Right Now
After experimenting with this tool you will probably realize that your qualified pipeline needs to increase significantly next year. The good news is that beginning this process before you are forced to accept a new revenue target gives you time to make adjusts and investments to help you start out next year on a fast track. If you have question on the tool feel free to reach out to us, we are glad to help.