Saturday, 22 December 2012

Early New Year Resolution that could make a big difference in 2013

Look at your top prospects for next year and ask yourself  which give you the biggest concerns and/or barriers to winning business in 2013.

Once you have decided, use that assessment as the basis of your focus for January. We all tend to concentrate on the easy things first, but what is the point (from a sales perspective) of putting the tough work off - get it out of the way. At best you will win the business more quickly and get a flier for the New Year. At worst, you will know far better what your pipeline looks like and what you need to do to back-fill any sales forecast from those prospects/clients that evaporate.

Put simply, much better to get the difficult sales issues sorted early in the year when you have still got 10 or 11 months of the year left to do something about it!