Introducing the “Reinventing Opportunity to Close” blog series for sales leaders caught in a time loop.
“What would you do if you were stuck in one place and every day was exactly the same, and nothing that you did mattered?”
If this quote from the movie ‘Groundhog Day’ sounds a little like your sales team’s opportunity-to-close (OTC) process, there are three things you should know:
You’re not alone.
Acknowledging you have a problem is the first step.
Bill Murray can help.
Actually, these three things are universally true regardless of what ails you. But, for our purposes, the Groundhog Day an...
Your Quarterly Business Review (QBR) is a time for your sales team to come together and take a hard look at the metrics associated with individual and overall team performance. By analyzing the numbers, you can get a good sense of what went right, what could have been done better, and a path to optimizing performance in the quarters to come. Your QBR presents the perfect opportunity to arm your team with the insights they need to take their sales game to the next level—but it’s important to make sure you’re peeling back the onion and aski...
What does a birdseye view of your quarter look like? Do you have a consistent stream of deals coming through? Or does it seem a log jam builds as a new quarter kicks-off with a rush of opportunities making it across the finish line treacherously close to quarter’s end? If it’s the latter, you’re not alone — but it’s a key indication that your team is struggling to build a linear sales process.
Why Is Linearity Important?
A linear sales process — in which deals close in a predictable pattern on a week-to-week, and month-to-month basis &m...