We are heading into that most dreaded of seasons for sales people - the Holidays!
Starting today, decision makers will be leaving the office early, at the end of each month they will become "unreachable." Sales people everywhere will feel bad about disturbing them or bothering them because after all "the holidays are all about family" and you can't blame someone for wanting to spend time with their family can you?
Well maybe you can blame someone for this conundrum -- but not the Decision Maker. The sales person is to blame.
Quota doesn't change in October, November or December but the time sales people are given to hit that number does - in many cases by 50%. What can you do to get everything done in this shorter period of time and at the same time not become a royal pain?
1) Think ahead - you should have already had the "holiday" discussion with anyone in your pipeline. "What is your schedule like during the holidays?" and "Are you taking any extra time off?" would be good questions to have asked already.
2) Use what you learn to set up next steps - "I've found that given the holidays it is good to set something up before we get to that week". Just help your prospects to think through the reality of it, they may not be around and they still want to get it done right?
3) Expect the unexpected - they may not plan on being gone but guess what, when everyone else starts taking time off and leaving early they may follow.
4) Definitive next steps - unless you have an accepted and confirmed meeting at a definitive time and place it will not happen. Trust me - it will not happen!
5) Remember that in addition to a great relationship you need to understand the compelling reasons why someone must work with you? Good. Do they understand that as well? In order to create urgency and importance ALL of your messaging and communication during this time needs to go back to these outcomes. If you don't do that nobody else will.
6) Start Early - November 1st and December 1st should be the busiest days of your month. More calls, more activity and a longer work day.
This is all logical and simple common sense right? True, but too many sales reps wait until the third week of the month to start implementing and executing - simply put the holidays are a time to be proactive and not reactive.
Take the checklist above, look at your 90-day forecast and start TODAY!
