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Thirty-three or so working days remain in 2022.

If your sales and marketing teams have been executing well, you might be close to achieving or exceeding your annual goals.

If you are sweating Q4, the high percentage option is to focus on a defined list of deals that can close by year-end that will make a material difference in results Рtypically deals over a threshold dollar amount.

Here’s the rationale for this option:
  • Sales support resources spread over tens, hundreds, or thousands of opportunities mean that the deals you could close by year-end may not get the needed resources. If support resources aren’t clear on the priority deals, they typically support “the squeaky wheels.”
  • In a push to close everything they can, it’s easy for salespeople to spread their time over large and smaller deals. Salespeople don’t like to put all their “eggs in one basket,” so they allocate time to less desirable opportunities to hedge, not closing the big deal. If one of their deals is a must-close for the company, not just for them, they should prioritize efforts accordingly.
  • Sales math is simple. If you can win some or most of your must-win deals, you may have a solid chance of achieving your goals. If you don’t, you may have no chance.¬†

Teams that align behind a defined list of must-close deals achieve more than a battle cry to “close everything you can before the end of the quarter!”

Thirty-three working days this year translates to 330 working hours.

If you wait until next Tuesday to get sales and support teams aligned to the deals that must close, you’ll be down 24 working days and 240 working hours.

Planning and prescribing how your sales and sales support teams allocate working hours for the balance of Q4 may make the difference in achieving your goals.

Good luck!

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