This has been a tough year for many.  It’s Q4 and salespeople could be feeling tired and ready to “write this one off” and take another shot at it in 2010.   Here’s the problem with that.  Momentum is a very cool thing and it’s great when it’s working for you and horrible when it’s working against you.  So, even if 2009 is a lost cause in terms of goal achievement, there is no better time (well, a month ago would have been better, but…) to get momentum going for 2010.

To gain more and more momentum as you close in on 2010, try these strategies:

The first five on the list come from the advice my friend Alvin of Tactivity shared in a LinkedIn discussion. I’ve added (and repeated) a few ideas that have helped me, also.

1. If you’re on pace to the President’s Club in your organization, then increase your activity.
2. If what you are doing hasn’t been working, then complete a thorough cleansing of the pipeline/funnel: Is it real? Is it good business? Can you win?
3. Prioritize your activities around the health of your newly cleaned funnel
4. Brainstorm a list of possible actions for your top opportunities; then choose only the 3-5 activities that will really advance them towards closure
5. Go get it done!
6. Conduct business reviews with existing clients to secure relationships, identify risks and uncover new ways to help them.
7. Examine your territory for new opportunities a tough economy has turned up.
8. Increase your sales activity.  Oh, did we already mention that one?  Action creates action, energy creates energy.  Make more calls!
9. Solidify referral partners.  Decide to gain 20 referral partners and stay in touch with them, ask for referrals, be accessible and be someone they would be proud to refer (hint: send them referrals, also).
10. Stay “on the grid” with prospects and existing customers.  Share useful information to help them run their business more effectively.  Don’t be out of sight or you know where you’ll be…. Out of mind.  Many of their sales reps have “gone dark” lately as companies do lay-offs and reorganizations.  Just being there may differentiate you!
11. Have a team meeting every week to celebrate successes, share ideas, collaborate on hot deals and challenge each other.  This team accountability and celebration is fuel for your sales engine.  (You know we couldn’t leave this one out!)
12. BONUS:  Increase sales activity.  In my experience, there is NO substitute.  Commit to accelerated sales activity in Q4 if you do nothing else.  Yeah, it’s worth mentioning 3 times. 

2010 can be an amazing year.  Salespeople that build momentum now can get a head start and be rewarded by helping more customers in 2010 than they ever thought possible.  Not to mention, for some 2009 can be a distant memory….  Get started today.  Staring in January 2010 will be TOO LATE.

To help sales teams build momentum during Q4, Meeting to Win is running a Q4 Push Promotion which means…free sales team meeting agendas for Sales Managers.  Sales Managers can subscribe for sales team meeting agendas and get all of Q4 for free.  First payment of $10/month won’t be charged until January 2010 (sales managers can unsubscribe any time in Q4 and never be charged).  The agendas are designed to motivate sales teams and accelerate performance while continually gaining and maintaining incredible momentum. 

Read more HERE then join us by subscribing HERE and entering the Promo Code “Q4PUSH”.

This entry was posted on Sunday, October 11th, 2009 at 5:55 pm and is filed under LinkedIn, Uncategorized, agendas, best practice, communication, culture, down economy, free sales team meeting topics, management tips, meetings, new managers, new years resolutions, opportunity, performance, sales activity, sales management, sales manager tips, sales managers, sales meetings, sales team, sales team meeting ideas, sales tips, tough economy. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.