The end of the year is a frantic time for sales teams. Closing deals is the main focus, with an attitude of “2014 will take care of itself” prevalent among team members.
What happens in January?
At the beginning of January, Sales teams in most companies are waiting to receive their new 2014 quotas, and are preparing for annual company/sales kick-off meetings. In other words, the first 3 weeks of the new year (6% of the year) are written off as unproductive. For example, if your sales team averages a base salary of $140,000, companies are throwing away $8,400 per sales rep from the bottom line.
January shouldn’t be like this!
To avoid the “dead time” immediately following the arrival of a new year, sales teams should know exactly what is expected of them for the next 12 months. This allows them to use their time wisely and be productive from day one. They should be finding new prospects, working current opportunities that could be closed within the first half of the year, and ensuring that they are ahead of the game.
Operatix has an enviable track record of delivering results early, making sales teams and channels productive quickly, and engaging with decision-makers and partners on qualified opportunities from the get-go.
If you want to accelerate your success in 2014, please contact a member of our sales team; Toby Connick (European emerging & mid-market), Simon Justice (Global Enterprise), or Jeanette Burch (North America).
For more Information, get in touch or use the contact information below.
Phone: UK +44 (0) 1252 624 150
Phone: US +1 408 234 3156