You are hearing crickets from the pushed Q1 deals that you thought would recover Q2, now you have to figure out how to save the year.

You missed your Q1 sales number with pushed deals and a month into Q2 you are still hearing crickets on those pushed deals. You might be sitting in your office reading this right now. On a Sunday. Missing your son’s ballgame or your daughter’s swim meet.

 

Q2 is already well under way and you’re looking for answers. Perhaps it’s a hangover from a big Q4. Maybe your team drained the Q1 pipeline to make the number last year.  You can’t stop fuming that the number itself handed to you by the CEO and CFO is unrealistic, yet you’re left holding the bag now to make it happen. You are not alone, visit Greg Alexander and I in Dallas Texas at The Studio to quickly figure out a plan to make you successful.

 

The miss is painful and you have to figure it out. You have a board meeting coming up. 3 months ago you strode in there with great confidence. Now, you have to explain the miss. Ugh.

 

Is anyone else having this problem right now?

 

Yes. Close to 50% of companies will miss their Q1 sales goal this year. You are not alone.

 

You need a recovery plan. You’ll need to explain the Q1 miss and be confident in making Q2.

 

Download the Q2 Sales Recovery Plan and get back on track to hit Q2.

 

What Happened?

Looking back at a bad Q1 is like revisiting a bad dream. Why bother?

 

There is wisdom to be gained from failure. There are endless examples of people turning failure into success. Business leaders, star athletes, actors, etc. It works.  

 

The Recovery Plan has 2 tabs. The first is the Q1 Audit. It’s a quick and simple exercise to learn from the failures of Q1. It has 3 Components to it:

 

  1. Get a list of the top Q1 deals that missed from Sales Ops
  2. Have your sales team explain why the deal missed forecast
  3. Get direct feedback from the customer on what happened. See here how to do this quickly

 

The goal of this exercise is to use real-time learning for your Q2 deals.

 

Getting Healthy in Q2

You’re going to nail Q2. The second tab of the tool will help you. It has 4 components to it:

 

  1. Top 10 deals and forecasted revenue
  2. 10 specific ‘yes/no’ questions for your sales team to answer
  3. A 1-10 score for each account
  4. An action plan determined by you and the team

     

The questions are aligned to a common late-stage buying process map. Addressing these now gives you visibility into the legitimacy of the deal. 

 

For example, more than 40% of all deals are lost to “do nothing.” One of the 10 questions is: Have we eliminated “do nothing” as an option?

 

If the answer to this is “no,” your Q2 deal may be in big trouble. With 90 days left in Q2, the value of this information is critical. You can actually do something about it!

 

This is where the action plan comes into play. You’ve surfaced a gap. You and the team can develop a plan to eliminate this as a risk. From there, it’s basic blocking and tackling by your sales management:

 

  • Pre-call preparation with the rep
  • Call execution
  • Post-call review and follow up

     

Have the sales manager close the loop with you. It allows you real-time feedback. You’re in control of your own destiny

 

A Win for You

Nobody likes missing the number. This is a problem that persists across almost 50% of sales organizations. 

 

The Q2 Sales Recovery Plan will help you accomplish all of these things. More importantly, it will set you on your way to making the Q2 number.

The quickest way to turn around Q2 is to visit me at The Studio in Dallas Texas and meet with myself and Greg Alexander to quickly figure out a plan for your success.  The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.

 

The Studio Executive Briefing Center

ABOUT THE AUTHOR

Tom Maloney

Works with clients to improve sales force effectiveness and reduce customer acquisition cost and increase customer lifetime value.

Prior to joining SBI, Tom was the Vice President of Sales Operations for the Uniform Services Division at ARAMARK. He was also Vice President of Sales and Marketing for a recycling and waste collection organization and spent over 15 years in the petroleum industry with Atlantic Richfield and Texaco. He brings significant expertise in sales, marketing and operations leadership. Tom also has changed legacy sales organizations, turned around underperforming departments and consistently built high performance teams in both sales and marketing. He develops customer loyalty marketing campaigns that improve customer retention, reduce client turnover costs, and increase year-over-year sales. He has built multi-million dollar strategic partnerships and business building programs with most major US-based consumer products companies

Tom has earned multiple awards, some of which include: Univator Award for innovation, Super Star President’s Award, The Greatest Piece of Marketing Content Award.

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