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Last updated on 2024年7月4日

Here's how you can manage unexpected changes or delays in meeting sales deadlines.

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In the fast-paced world of outside sales, deadlines are the anchors that keep your goals in sight. However, unexpected changes and delays can sometimes throw you off course. To navigate these choppy waters, you need a strategy that is both flexible and resilient. Whether it's a client rescheduling a meeting or a product delay, managing these hiccups effectively can mean the difference between closing a deal and watching it slip through your fingers.

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Jerome Dees Jr.

Entrepreneur & Community Activist

1 Assess Impact

When a delay hits, your first step is to evaluate its impact. Take a step back and analyze how this change affects your overall sales plan. Does it give you more time to prepare or does it put you at risk of missing your quarterly targets? By understanding the scope of the delay, you can adjust your strategy accordingly. It's essential to communicate with your team and clients to set new expectations and timelines. Remember, transparency builds trust, even when the news isn't great.

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Angie Fields

Multi-disciplinary Sales Professional with diverse experience in several fields.
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The degree of a problem correlates directly with its perceived severity. Something perceived as a delay by one person may not be a delay for another. Just because a coworker informs me of an alledged delay does not mean it will affect what I am working on. Sales pros tend to get caught up in everyone else's drama instead of worrying about what affects their "bubble" directly. It is possible that the issue may have a very simple solution the other person is unaware of or even that there is an advantage hidden within that will be of greater benefit than any delay could potentially cause in losses. My motto is to trust, verify, adapt, then proceed!

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Maahyar Ghayemi

Nttenergy
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### Assess Impact Evaluate how delays affect your sales plan and adjust accordingly. **Add Perspective**: Communicate transparently to set new expectations and build trust.

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2 Stay Flexible

Flexibility is your best ally when dealing with unexpected changes. You can't control every aspect of the sales process, so it's important to adapt quickly. Develop contingency plans for different scenarios you might face in the field. If a client postpones a meeting, use the extra time to refine your pitch or explore new leads. Flexibility also means being willing to adjust your sales tactics and strategies on the fly to align with the new circumstances.

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Angie Fields

Multi-disciplinary Sales Professional with diverse experience in several fields.
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The best way to sum this up is to say "roll with it"! A salesperson who is not flexible is leaving money on the table. Its all about adapting to our clients because they will never adapt to us, especially if they are aware or believe that is what they are doing. Let the client lead their way to being closed!

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Maahyar Ghayemi

Nttenergy
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### Stay Flexible Adapt quickly and have backup plans. **Add Perspective**: Flexibility ensures progress despite unexpected changes.

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3 Prioritize Tasks

With new deadlines in place, prioritize your tasks to stay on track. Identify which activities are critical to moving deals forward and allocate your time accordingly. This might involve reorganizing your schedule, focusing on high-potential leads, or delegating less critical tasks to support staff. Prioritization ensures that you're not just busy, but productive, making the most of the time you have to reach your sales goals.

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Maahyar Ghayemi

Nttenergy
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### Prioritize Tasks Set new deadlines, focus on critical activities, and delegate tasks for efficiency. **Add Perspective**: Efficient prioritization maximizes productivity in achieving sales goals.

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4 Communicate Clearly

Clear communication is crucial when deadlines shift. Keep all stakeholders informed about the situation and the steps you're taking to address it. This includes your sales team, management, and most importantly, your clients. Frequent updates can prevent misunderstandings and show that you're proactive in handling the issue. A well-informed client is more likely to be understanding and remain committed to working with you.

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Jerome Dees Jr.

Entrepreneur & Community Activist
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Life is messy and sometimes deadlines need to adjusted or evaluated. I keep a project planner in google sheets that shows key dates, deliverables and notes for each meeting. Having things highly visible makes it easier to show how a delay in one area might push back a deliverable. I also recommend blocking and batching things on your calendar, time is valuable and sometimes we may not be as busy as we think.

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5 Leverage Technology

Technology can be a lifesaver when managing delays. Use customer relationship management (CRM) tools to keep track of changes and ensure nothing falls through the cracks. Mobile technology allows you to stay connected and responsive, even when you're on the go. Embrace digital calendars, reminder apps, and cloud-based documents to keep your sales process smooth and integrated, ensuring that you're always prepared for the next step.

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6 Maintain Morale

Finally, keep your spirits high. Delays can be discouraging, but maintaining a positive attitude is key to overcoming them. Encourage your team and celebrate small wins along the way to keep morale up. A motivated sales team is more effective and can turn potentially negative situations into opportunities for growth and learning. Remember, challenges are just opportunities in disguise, and with the right mindset, you can conquer any obstacle.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can manage unexpected changes or delays in meeting sales deadlines.

1

2

3

4

5

6

7

1 Assess Impact

2 Stay Flexible

3 Prioritize Tasks

4 Communicate Clearly

5 Leverage Technology

6 Maintain Morale

7 Here’s what else to consider

Outside Sales

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Here's how you can manage unexpected changes or delays in meeting sales deadlines.

1

2

3

4

5

6

7

1 Assess Impact

2 Stay Flexible

3 Prioritize Tasks

4 Communicate Clearly

5 Leverage Technology

6 Maintain Morale

7 Here’s what else to consider

Outside Sales

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