Are you already set up for failure this year?

You have had your sales kick off, quotas distributed, commission plans agreed and ready for your first QBE. 10% of the sales year has already gone. Based on recent independent research you may find that you are not well set up to deliver the number that you have been given and the clock has started to tick. As Shane Warne so eloquently expressed it, "You can't win a test series in the first session, but you can certainly lose one". Wise words Shane, that apply to the world of sales and cricket.

The current state of the Sales Union:

58% of sales people failed to make quota last year  - Forbes Magazine. 58% of deals in pipeline were lost to no decision, i.e. the deals never happened at all - Cirrus Logic. Win rates for forecasted deals was less than 50% - CSO Insights 2019 World Class Sales Practices Report and from the same report 3% of customers were lost by incumbent suppliers and employee attrition is up to 17%.  So you could possibly find yourself already behind the 8 ball.

What would I recommend as a seasoned Sales Pro, who has been in the same position that you might find yourself in?

1. A forensic inspection of your pipeline using objective, tried and tested tools
2. Define the pipeline gap and evaluate some short term remediation steps to fill the gap
3. Establish a strategic pipeline management cadence to ensure that you are never in this position again. Of course your number will be even higher next year

As a sales and negotiation consultant and sales practitioner I can offer you a one day practical workshop, to achieve the above and set you and your team up for success.

I can be contacted at:

sean@maloneygreen.com

Best Wishes for success in 2020