New Business, not more cookies
We’re in the homestretch and many salespeople and sales managers cannot wait until this year is over. I can’t make you feel better about 2020, but I’ll give you a focal point and lend you a hand.
At HELIX we love December because, traditionally, it is one of our busiest months for closing new business. We will have a record December, and record year because of two reasons—consistent outreach and a strong pipeline. We never stopped prospecting. In fact, we amped up all our marketing, upgraded, and doubled down.
HELIX did not stop or give up. It sucked and we were challenged to stay focused at certain points, but we did not stop. We worked even harder to give clients extra value and attention. If you did not stay focused, 3 weeks in December is not going to save the year. I am sorry, it is true. But if you get focused today, you will see greater success in December and create positive momentum for an outstanding 2021.
Here’s the deal: either you are hitting your sales targets for this year or not. Our advice is to understand every opportunity that is proposal-ready and the ability to close them by December 23rd.
- Who do you have to reach?
- What are the reasons a prospect would close this deal?
- Work with your sales managers and sales leadership to confirm what can close and get going!
- Close as much as you can, but do not waste time.
Close Business and 2021 Pipeline
The other critical action, and probably the most important, is to ensure your pipeline is full and balanced for 2021. If you are missing your targets in 2020, you cannot afford to have a weak
pipeline going into next year. Start now to fix it.
Split your time between building a pipeline and closing the business that can realistically be closed in December. You might only have a couple of deals that are closable; okay – close them. But do not lose sight of 2021! The goal is to head into the new year with a robust and accurate pipeline.
We are happy to provide guidance around planning for 2021 at no cost. You read that correctly; HELIX will not ask for a fee, but if you are not committed to putting forth the effort to start the year off right, let’s not start. You can reach out to us here.
