Friday, February 17, 2012

Customers Not Responsible for Your Quota

"What can you do to close this sale before the end of the month?

We need this in order to make our quota."

Don't introduce incentives or pressure the customer to sign because it's in your best interest.

Bad things will result if you venture outside the boundaries of making sure that all commitments are up to date [yours, your team's and the buyer's team]. Also logical next steps to manage the opportunity to closure must be mapped out.

By interrupting the natural flow, you will reduce the profitability of the sale, mar the customer relationship and create inefficiencies for your sales reps who need to be working on other opportunities and relationships.

Leverage a sales opportunity's sales cycle. Strengthen the relationship and create an above the funnel entry for the next opportunity.  That's the essence of smart account management.