For most of you who are on a calendar year sales cycle, your last chance to make or break your year-end quota is fast approaching. And there’s nothing wishy washy about how you feel about it. You’re either freaking out, or you’re unshakably calm and just “chilling.”
Regardless, how you spend your time will be crucial. Let’s take a closer look at the two scenarios.
This is not where you want to be. However, you may only be slightly freaking out knowing that a deal is imminent in the next few days. Hopefully, you’ve done a joint evaluation plan and you’re continuously tracking the activities and dates of both parties to ensure everything happens as planned and confirmed by your customer. Or, you may already know you’re not going to make your year-end quota.
Are you overwhelmed by fear and losing sleep? Are you giving up and looking for a new job? Or, are you planning for a successful upcoming year? There isn’t a sales person alive who isn’t thinking about making their year-end quota – or not. But if you are freaking out about not making your quota, then take that energy and put it into something positive. Do what those who are “chilling” are doing.
I’m not talking about winter in Chicago – chilling is absolutely where you want to be. You’re chilling because, whether you made year-end quota or have come to terms that you won’t, you’re using this time to reflect on all the things you did correctly and ways to improve in the upcoming year.
As you start planning for next year, you’ll want the opportunity to talk to your prospects and customers to identify their goals, priorities and timelines for 2017, giving you the ability to ensure your pipeline is in lock step with their timelines. Confirm this by talking to them often to clearly understand what’s on their minds. Spend time, early, to create a pipeline that gives you the highest percentage chance of making your quota in the upcoming year, and thereafter.
Here’s the good news. If you made your year-end quota or are setting plans to make it next year, you still have to set up and/or attend these meetings with your prospects/customers. Hopefully you’re also more than likely finishing up on your holiday shopping, spending quality time with family, friends or peers who are also chilling, planning your vacation, playing golf − and buying tons of nice things since you know you have commissions coming in soon!
So, where are you today? I imagine I won’t be hearing from you if you are freaking out about your year-end quota, since you should be using your time wisely right now. However, if you feel inclined, please do so! And, if you are “chilling,” then let me know – whatcha doing now?