The Golden Rule for achieving the sales forecast is: make the 1st month of the year.* Make the month and you will make the first quarter. Make the first quarter and your opportunity to make the second quarter increases dramatically. Make the 2nd quarter and the momentum taking you into the 3rd quarter is almost unstoppable. Make the 1st, 2nd and 3rd quarters and you will virtually coast into the 4th quarter.
Which coincidently, sets you up for the first quarter of your new year. Nice the way this happens.
The key drivers in making Q1 is to continue marketing lead generation in Q4. Also, skip hurrah sales meetings, a big trip and other time wasters in Q1. Let your competitors get a slow start in the first month of the year as they go on their celebratory sales trip and have lengthy sales meetings with golf and barbecues while you are pounding sales harder than anyone else in the first month and first quarter. Let's consider this: they take a week off and you gain a week on them in the most crucial month of the year; that's getting a 25% head-start.
Once you make Q1 you'll have time for the hoorah, team building, back-slapping times.
*Obermayer, Sales & Marketing 365, #2, page 12 of 365 Tips to make more money all year long. Racom Communications
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Hi! Great blog for anyone looking for topic-specific info. I learned something today, thanks!
on The Golden Rule for Making the Sales ForecastLooks like SMM Connect is full of useful tools. Thanks!
on Sales & Marketing Management and the SLMA Partner on a New Business Social Networking Site for the IndustryHow do you feel about a handy banner for spontaneous or planned events? What about typical giveaways for association meetings, charity goodie bags?
on The Literature PackageHi Jim,Remember me from Internet Products? :-)BP
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on Sales & Marketing Management and the SLMA Partner on a New Business Social Networking Site for the IndustrySounds good, will you publish the white papers?
on Sales & Marketing Management and the SLMA Partner on a New Business Social Networking Site for the IndustryNice BLOG subject Jim, about 100% lead follow-up. But do you how many companies (people) don't want 100% follow-up? I have found lots over the past 22 years that don't want the extra work that MORE business would require. Crazy as that may sound, I have run into sales manager "types" that are happy with their salary, bonus, dynasty and the status-quo. Golfing with Fred in NC, fishing with Joe in MN, sleeping with Mary in (wherever) with little or no concern about anything MORE being sold. I know that sounds crazy, but if I hadn't seen it with my own eyes you'd have a hard time convincing me of the reality. Our service assures 100% lead follow-up, but I have toned down our USP (Unique Selling Proposition) to a 50% increase in follow-up that makes the increase more tolerable and worth pursuing. I know you know a lot of that and experience is a wonderful teacher. Richard Erschik
on If Sales Lead Follow-Up Jumps To 100%...Hello James,Yes it's fundamental and you're right: most businesses don't do it.I'm reminded of a quote from sales training a few years ago: You can't improve what you don't measure.Unmeasured sales and marketing activities squander opportunities.
on If Sales Lead Follow-Up Jumps To 100%...For me, we can continue following up the leads but it depends on the "sales style". But we should remember the line between following up and harassing someone.
on If Sales Lead Follow-Up Jumps To 100%...