Coaching EOFY Sales Performance
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The document outlines an action plan to increase sales conversions before a June 30 deadline. It suggests breaking activities into shorter timeframes, prioritizing prospecting, pricing, and contract negotiations. Coaching and pipeline reviews are recommended weekly or fortnightly to build urgency and monitor progress. Creating visual timelines and communicating wins can also help motivate teams.
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Coaching EOFY Sales Performance
- 2. © SalesITV - All Rights Reserved.
- 3. © SalesITV - All Rights Reserved.
- 4. © SalesITV - All Rights Reserved. Break-up the Timeframes and Clarify Priority Activities May 5 – May ? May/June ? – June ? June ? – June 30 • Prospecting • Re-engaging current prospects • Finalise solutions and pricing • Engage on contractual terms • Do favours • Build commitments • Engage other stakeholders • Test desire to pre-pay • Re-engage current prospects face-to-face/ via phone • Finalise solutions/ pricing • Engage on specific contractual terms • Build urgency around relevant and credible time constraints • Conversion discussions • Collecting and chasing agreements • Managing delivery/ implementation/ securing payment
- 5. © SalesITV - All Rights Reserved. Identify Limiting Beliefs • Closing before June 30 will be hard because... • Closing this deal before June 30 will be hard because...
- 6. © SalesITV - All Rights Reserved. Identify Likelihood of Conversions
- 7. © SalesITV - All Rights Reserved.
- 8. © SalesITV - All Rights Reserved. Quantity Level of Commitment
- 9. © SalesITV - All Rights Reserved. Coach Re-engagement
- 10. © SalesITV - All Rights Reserved. Deliberately Coach and Build Prospect Commitment • Define conversion outcomes pre-meeting • Define conversion closes pre-meeting • Role play setting prospect expectations on pre-June 30 delivery • Debrief meetings from conversion/ urgency/ commitment perspective
- 11. © SalesITV - All Rights Reserved.
- 12. © SalesITV - All Rights Reserved. Create Visual Urgency • Put it on the wall
- 13. © SalesITV - All Rights Reserved. • Individual pipeline meetings fortnightly to test progress Increase Pipeline Review Frequency
- 14. © SalesITV - All Rights Reserved. • Individual pipeline meetings • Team discussion weekly • 5 Must Ask Questions – Sales Pipeline Review Increase Pipeline Review Frequency
- 15. © SalesITV - All Rights Reserved. Communicate Progress and Activity • Individual pipeline meetings • Team discussion weekly • Share the wins!
- 16. © SalesITV - All Rights Reserved. Shorten Timeframes This week’s targets... • Work in weeks vs. months/quarters
- 17. © SalesITV - All Rights Reserved. Shorten Timeframes • Work in weeks vs. months/quarters • Use the real EOFY close date
- 18. © SalesITV - All Rights Reserved. Shorten Timeframes • Work in weeks vs. months/quarters • Use the real EOFY close date • DocuSign agreements
- 19. Supporting Your Conversion Sprint...