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5 Things All B2B Sales Leaders Need to do Before Year-End

By overseeing a team whose success is directly tied to the company's, every B2B sales leader must check these 5 things off their list before year-end so their team and company are better prepared to hit budget in 2020.

Budget Reviews: 

While goals should be tracked throughout the year, look back at the year as a whole and evaluate where you and the team ended up towards budget and what you could have done differently. As you gear up for 2020, it’s not too late to push any last-minute deals to help with your current goal. The budget review helps ensure you are balancing both ending the year strong and setting yourself up for success in the New Year.

Forecast the Upcoming Year:

Once you’ve reviewed the current budget, it’s time to forecast the budget and quota for 2020. This is best done towards the end of the year as opposed to Q1 2020 so you’re not already behind come January 1. Work with your accounting and analytics team to get reports on any trends from the last 12 months to help get a more accurate forecast, such as close ratios, busy times and what clients brought in more business. Additionally, meet with your marketing team to ensure they understand your team’s initiatives so they can best support the sales goal.

End-of-Year Client Reviews:

As you forecast for the year ahead, don’t forget to take your clients into consideration. Schedule year-end meetings to not only gather feedback on your organization, sales team and individuals who worked on the account, but also to get a pulse on what lies ahead for their company. This knowledge will help you determine where to focus your efforts and how to gain more business.

Gut Check on Your Staff:

As we approach the end of the year, know that things have probably shifted both personally and professionally for your people. Meet with each member of your team to understand where they’re at, what changed within the past year, what their motivators are and how to best engage them moving forward. The end of the year is also a great time to add in some fun activities to reignite the spark.

Build a Roadmap:

After completing all of the above tasks, it’s finally time to map out a plan for 2020 based on the information you have gathered. Where do you need to add headcount on your team? What metrics need to be adjusted? What clients will be strong for 2020 and which ones need to be reengaged? Once your plan is in place for the sales team, break it down by individual so everyone understands how they are expected to contribute to hit the coming year’s budget.

If you check these items off your list, you and your team will head into 2020 ready to hit the ground running!

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