It’s the first day of Q4 for those of us on a calendar year-end.

If your sales and marketing organizations have been executing well all year, more than likely you are smiling and achieving your annual goals is in the bag.
 

If you’re sweating whether you’ll achieve your annual goals, you might be wishing for a Q5.
 
In my experience, if you are sweating Q4, there is only one high percentage option to get you where you need to be – A Plan.
 

Not a strategic or high-level plan. Instead, a plan that identifies the Critical Success Factors (CSF) that gives you a chance to hit your goals.
 
Critical Success Factors could include:

  • A list of deals over a million dollars that that need to close
  • Specific activities that marketing teams must execute the next 30 days
  • Productivity improvements that the operations team must achieve 

Teams that align behind a few critical success factors always achieve more than a battle cry to “close everything you can before the end of the quarter!”
 
You have 66 working days before the end of the calendar year. If you apply the math from the real number of working hours in a week, you have about 264 hours till then end of the year.
 
Planning and prescribing how your sales and marketing teams should spend their real working hours for the balance of Q4 may make the difference in achieving your goals or not.
 
If you wait until next Tuesday to build your critical success factor plan, you’ll be down to 62 working days and 248 working hours.

What are you waiting for?

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