As we draw to the end of Q2, sales managers and directors will already have a sense of where their sales numbers are for the year, and the end of Q2 is a critical point of the sales year.
Critical? Critical because it is probably the last point that serious corrective action can be taken to an operational sales plan to have an impact on the current year’s sales result. Yes, this does depend on business size and geographic distribution though it’s a pretty good rule of thumb.
Soon you’ll have sales figures for the first half of the year though you should already have a sense of whether you’re ahead or behind your projections. Classic signs of a weakening sales position are:
Which is where the hockey sticks come in. When you ask your sellers to project their (and by definition your) sales figures for the rest of the year, the hockey stick shape to their projections emerges. Constantly on the slide, with a final upturn at the end of the year.
One of the behaviours of top performing sellers is optimism, though if you are seeing hockey sticks, now is not the time to be optimistic. It’s your last window of opportunity to make a difference!
These are a collection of our views about the world of selling, though please feel free to disagree and share you own views with us.
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“CPV have taken the mystery out of the sales process and shown us how to do it for ourselves, now I feel much more in control of our business” – PW, MD Financial Services SME