Closing deals to reach yearly quota is paramount this time of year. Even so, key account managers also need to focus on business development of their 2013 sales pipeline. It’s natural for salespeople to be completely obsessed with the A1 priority of pulling in contracts and orders prior to year end. In fact, it’s very often career limiting not to make your number. But while you’re busy picking what remains of this year’s harvest how do you also prepare for next year’s crop? Most complex B2B transactions have long selling cycles. So if you’re not planning today it’s likely you’re going to hit what could be a potentially protracted lull in 2013 business.
To make matters worse, it’s hard to get the attention of potential customers this time of year. They are managing the same year end deadlines you are – closing the books, reeling in projects, making end of year budget and personnel decisions as well as meeting their own revenue targets.
So what’s an account manager to do? Make the time to look hard at your 2013 goals and plan, plan, plan. Especially scope out legitimate deals that will get you off to a fast start in the early months of the new year. Now back into these deals by creating actionable items that you can work on TODAY. Your clients should be looking at you as the industry expert (if not, that’s a whole other article!). So confidently coach your prospects to be proactive for Q1 and Q2 closes in particular:
- Plan internal opportunity reviews to gather input from your manager and other stakeholders. Together scope out challenges and options as well as formulate and confirm your strategies.
- Create a sense of urgency for your prospects to plan more sooner than later. Create impetus with solid “why now” motives for them to map out next year’s deals this quarter.
- Offer to partner on the client’s heavy lifting as an incentive for them to provide you with “just a bit of time” for planning as well as access to key influencers and decision makers within the account.
- Co-create with customers on project timelines and milestones. Disseminate the results to all stakeholders internal and external to help raise the visibility and keep everyone on track both this quarter and into the new year.
- Collaborate with clients on concrete action items that will guarantee the validity of the timelines and that will move these 2013 projects and deals along.
- Get verbal agreements on everything you and the client jointly map out and provide a written summary to all parties. This is your backup should the deal start going sideways.
Sales is a rewarding and challenging career. However, you’re only as good as your last month, quarter or year. So be sure to win those 2012 deals in front of you begging for attention -- while keeping a keen eye on the horizon as 2013 will be here before you know it!
Like this article? For more business development strategies please click “Subscribe” above. And be sure to send this article to your sales friends and colleagues. Happy selling!
