For those of us on a calendar fiscal year, we are now entering our final quarter. Right now your sales team is focused on closing business. Your sales reps are aggressively working the bottom of their sales funnel in order to close deals and maximize the potential of their 2009 compensation plans.
So with an agressive focus on closing business, what isn’t your sales team doing?
- First, with only 3 months left in the year, they are likely NOT nurturing long-term opportunities since they must focus all their efforts on immediate opportunities in order to impact their quota
- Chances are, they see pursuing tradeshow attendees or other unqualified responses as a waste of their time and in the best scenario, they