As we’re entering the final month of the year (𝘩𝘰𝘸 𝘧𝘢𝘴𝘵 𝘸𝘢𝘴 𝘵𝘩𝘢𝘵?!), you may feel inclined to take a step back from work and slow down.
However, doing so could mean you’re missing out on some key closing deals, not to mention the cliche saying ‘𝙨𝙩𝙖𝙧𝙩𝙞𝙣𝙜 𝙩𝙝𝙚 𝙮𝙚𝙖𝙧 𝙖𝙨 𝙮𝙤𝙪 𝙢𝙚𝙖𝙣 𝙩𝙤 𝙜𝙤 𝙤𝙣’ that also applies to the sales world.
This is your month to finalise potential deals and ‘𝘤𝘭𝘰𝘴𝘦’ the year as a strong sales team.
We understand the holiday period coinciding with possible work targets can heighten pressure, so here’s a list of steps we recommend you include this month to manage your time correctly, close the year as a strong sales team and start 2022 off on the right foot – 𝘺𝘰𝘶 𝘤𝘢𝘯 𝘵𝘩𝘢𝘯𝘬 𝘶𝘴 𝘭𝘢𝘵𝘦𝘳!
1. Prioritise the opportunities that this period has to offer
Some people may be discouraged by closing sales in December, as it can be a slow and quiet month for some industries. However, you can use this to your advantage.
Prospects who are still working, may be doing so at a leisurely pace, meaning the previously hard-to-reach individuals are easier to get hold of and are more receptive to a conversation.
This also applies to reaching decision-makers!
With employees going off for the holidays, it is likely those higher up in the organisation will be around holding the business down. Take this opportunity to get in touch with those who are usually at the end of the sales cycle and take advantage of the spare time these individuals may have for your sales call.
2. Spend your time wisely
December is not the month to be wasting time.
Save yourself and your prospects time by establishing early on in the sales process whether it’s likely they will be able to make a purchase this month. If not, schedule a follow-up call for the new year and move on to the next potential lead.
The best way to dedicate your time efficiently this month is by creating…
Whether that be a to-do list, a list of contacts you need to outreach or a list of targets for the new year, being organised this month is key to guarantee you’re closing the year on a high and ensuring you have everything in order to achieve a strong sales team.
Get together with your team and collectively make these lists together Discuss your goals with one another and encourage each other to hit your objectives by the end of the month- 𝘺𝘰𝘶 𝘤𝘰𝘶𝘭𝘥 𝘦𝘷𝘦𝘯 𝘤𝘳𝘦𝘢𝘵𝘦 𝘢 𝘊𝘩𝘳𝘪𝘴𝘵𝘮𝘢𝘴 𝘵𝘩𝘦𝘮𝘦𝘥 𝘪𝘯𝘤𝘦𝘯𝘵𝘪𝘷𝘦 𝘧𝘰𝘳 𝘵𝘩𝘰𝘴𝘦 𝘸𝘩𝘰 𝘩𝘪𝘵 𝘵𝘩𝘦𝘪𝘳 𝘵𝘢𝘳𝘨𝘦𝘵𝘴.
4. Nurture current leads
Whilst calling contacts in an attempt to make them clients in the new year is a priority this month, taking the time to nurture and communicate with your existing clients is just as important.
These are the people who trust you and are likely to buy into your offerings again or refer you to their own contacts.
Re-visiting these clients and communicating with them over the busy Christmas period keeps you in the front of their mind going into the new year… and means they are ready to pick up any new deals you have to offer them.
Try sending a message personalised specifically to them and you may be surprised with the results it brings!
5. Regroup with your sales team
Whilst closing the year on a sales high is key, it is equally as important to close (and enter) the year with a strong sales team.
Take the time to reflect on the past year your sales team has had, the highs and the lows and what profitable changes your team could implement moving forward into the new year.
Establish goals and targets, to ensure your sales team is working towards the same business goals and close the year with your team on a high, ensuring they’re ready to regroup in the new year, bright-eyed and bushy-tailed.
We understand it can be overwhelming but try and use this period to your advantage.
Take New Year for instance as an incentive, persuade decision-makers to take on your offering at a time when new beginnings make sense. You may be surprised but December often has the highest number of sales conversions- so be proactive and apply fresh thinking.
Incorporate our tips into your schedule this month to ensure you’re closing the year on a high and doing everything in your control to enter 2022 with a strong sales team motivated for another year of sales success.
𝗛𝗮𝗽𝗽𝘆 𝗖𝗹𝗼𝘀𝗶𝗻𝗴 – 𝙤𝙝 𝙖𝙣𝙙 H𝙖𝙥𝙥𝙮 𝘾𝙝𝙧𝙞𝙨𝙩𝙢𝙖𝙨 𝙩𝙤𝙤 𝙤𝙛 𝙘𝙤𝙪𝙧𝙨𝙚!
𝗪𝗮𝗻𝘁 𝘁𝗼 𝗴𝘂𝗮𝗿𝗮𝗻𝘁𝗲𝗲 𝟮𝟬𝟮𝟮 𝗶𝘀 𝘆𝗼𝘂𝗿 𝗯𝗲𝘀𝘁 𝘀𝗮𝗹𝗲𝘀 𝘆𝗲𝗮𝗿 𝘆𝗲𝘁?
We offer specialist sales training programmes catered to your organisational needs to push you that extra mile and boost you in any areas your team or leaders may need.