On Fridays, you start planning for the weekend. Right? Abraham Lincoln obviously knew a thing or two about having a good planning-to-action ratio! When we help businesses tune up their sales processes, we often have to start over with strategic planning.
You’re not chopping a tree down, but in sales, too, we work on the basis that the more you plan, the more deals you close – not just in the first nine months but right up to year end.
Keep your eye on the prize! When your reps follow your plan with commitment all year, your BOFU should still have some more deals to reap in Q4.
What’s your experience of strategic planning to close deals all year? We’d love to hear about it in the comments.