Can you share a key lesson learned or wisdom that significantly improved your team’s year-end sales performance?
Sort by:
To significantly improve year-end performance, it’s important to avoid distractions and stay focused on deals with the highest likelihood of closing, relying on data-driven decisioning vs just bias gut check. Shifting to outcome-focused messaging that highlights how solutions address customer pain points and deliver measurable results, with a clear emphasis on ROI, is essential. In a busy EOY quarter, concise and consistent outreach helps engage prospects and accelerate decision-making especially as many scramble to use their internal budget or plan their own next FY. Lastly, aligning sales and marketing strategies with known customer priorities while ensuring ease of adoption builds trust, closes deals, and sustains momentum through the final quarter into a strong Q1.
One thing that has consistently boosted year-end sales performance is the power of focus and prioritization. Instead of chasing every deal, we made it a priority to focus on high-probability opportunities.
As they come to the end of the year, take time for self-reflection and share as a team, as they are comfortable.
Answer these questions in two columns. What went well? What should have gone better? discuss
Answer these questions in three columns that are informed by the prior two.
I will Start: I will Stop: I will Continue:
Take deliberate action on those.
Leaning heavily into understanding the actual problem starting January 1 and being there beyond Dec 31st. Deep listening and understanding, empathizing and immersing ourselves in the customers problem. We're in it with them and they know it. When my teams do this we make ourselves a critical part of the solution. They trust the team because we focus heavily on what I call the new ROI: Return on Interactions. Less about quantity and more about quality conversations. They know we are there and in return want to want to do deals with us vs. feeling pressured which is super predictable.