Your End-of-Quarter Checklist | Sales Tips
March 17, 2017
In fact, I believe you should be taking stock every week, every month, every quarter, and of course at the end of every year. Here is what I’d like you to do right now, no matter where you are in your fiscal year: I want you to do a quick calculation.
What is your to-go goal for the rest of the year? How much do you have left in order to accomplish it? What have you done successfully so far this year? How can you on leverage that? What have you not done successfully and can you either stop doing that or improve on it?
Figure out this simple calculation. Based on the amount of time that you have left in the fiscal year, how many calls will it take to reach your goal? How many meetings will it take? How many opportunities need to be in the pipeline based on your average closing ratios, and the average length of your sales cycle?
Create a number that will guide you on a daily basis to the number of calls, emails, or meetings that you need to make on a daily, weekly, and monthly basis from now until the end of the year. That way, you can hit your goal based on where you are now, not based on the beginning of the year. When you take stock partway through the year, you’ll always ensure that you’re doing the right activities at the right time in order to hit your goals.
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