If it were only this easy to fix your sales results. We are nearing the end of 2009. Or, we are just starting to get ready for 2010. Here are my thoughts on what we need to do to make sure the year ends and begins on a positive note!
1. Forecast for 2010 Now! If you have not already done so, your forecast for 2010 needs be finalized now.
2. Fill Your Funnel. Once you finalize your forecast, you need to have 4X the monthly forecast for January in your funnel by the end of November. December is a lost month. You must actively prospect for January during the early parts of this holiday season.
3. Meet with Your Top Customers. 80% of your revenue comes from your top 20% of your customers. You must meet with each of them now. Find out what their needs, challenges, and issues are. Find out what their forecast for 2010 is. If you hear talk that concerns you, the time to address it is now. Find out how you can help them.
4. Establish specific goals for the rest of the year. Nothing is better than momentum. As much as I would like to write off 2009 and jump into 2010, the best thing I could do right now is get a couple of big customers before the end of the year. There are realistically only six actual weeks left to 2009. Whatever your forecast is for January or for 2010, you need to push yourself to exceed that monthly figure by 150% over the next six weeks. Momentum is a great confidence booster. Get after it.
5. Hold off on the parties until you accomplish something. When you commit that “I cannot celebrate the Holidays until…” you have challenged yourself. The holidays have a tendency to distract us from our mission. If we have not hit our numbers yet, what right do we have to celebrate. Give yourself a push and make something happen. Then, open up your celebration calendar. Until then, focus.
This has not been the best of years for many. However, if we simply write it off or slide into next year, we run the risk of carrying this bad mojo forward. Change it up. Dig in. Push hard into 2010, it will be worth it.