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September 2014
THE END IS NEAR!
What Will You Do?
Fourth quarter is approaching and the end of the year is just around the corner.
As a manager or business owner, you are very likely examining performance to date and possibly wondering if you’ll hit your targets for the year. Regardless of how close to or far away from your goals you are, do not panic. You panic and your staff panics and actions driven by panic are rarely as successful as you desire.
Here are some recommended management actions that will drive you to your goals:
  • Ask sales for “realistic” projections. No bull, no pie in the sky numbers. To get the truth, the team should not fear retribution – corrective support yes, but never recrimination, verbal abuse or micro management if their numbers are not what you need.
  • Focus first on the deals that have a better than 75% chance of closing before year end. Ask the sales team what they need to close those deals and give it to them.
  • Find really strong relevant references for any deals that have a 70% or higher chance of closing and ask those references to proactively contact the prospect and share how they benefited by working with you. Don’t waste great references on business unlikely to close.
  • Reinforce the company’s commitment to customer satisfaction and secure the entire staff’s commitment to delivering differentiated service despite their need to drive revenue. The customer should not suffer in the rush to reach your goals.
Never, never take actions for the short term that will hurt you or your customer in the long term.
Remember that running a business is not a sprint, it’s a marathon.
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