Last-ditch efforts

No doubt you’re in the thick of closing out Q1. Feels like NYE over champagne and CRM speedometers was just yesterday.

For your revenue maximizing pleasure, here is my non definitive list of End-Of-Quarter hail marys.

Tighten timelines
Run through every open opportunity with your rep. Ask them what the next step is (because they definitely have one on the calendar). Whatever they tell you, cut it in half. How do we get them on the books for this Friday instead of next?

Revive the dead
Ask every AE to pick 10 closed lost deals from the last year. No less than 10. The real ones are the last couple they are forced to think of. Call them today with a better offer and a specific value prop.

Call the boss
Every AE picks 10 deals and the CEO or Founder (via their EA ;) emails directly.
“We’re trying to earn your business this quarter. Anything blocking this?”

Buddy system
Match every AE with someone with a similar skill set. Trade 10 cold to warm accounts. Split comp on everything.

Strip down
Run through every stalled deal and look for a lighter version of your product that would accelerate it. Is someone sitting on a big one that is much more likely to start small and grow?

Happy final push.

My OS obsesses over the 5 core metrics that actually move the needle and need to be looked at every week.

Sales managers drown in dashboards. The 80/20 is very simple when it’s visible:

• Pipeline Coverage - Do we have enough opportunities to hit the number?

• Win Rate - Are we converting opportunities into revenue?

• Sales Cycle Length - How long does revenue take to convert?

• Pipeline Generation - Is the team generating enough pipeline?

• Rep Participation Rate (RPR) - What % of reps are hitting quota? Is talent sufficient and is quota distributed well?

Shoot me a note if you want the full printout of the RevenueOS to try with your team.

Have a great finish ahead.

-Cody