By Spencer Wixom – The Brooks Group – September 17, 2024
When it’s the fourth quarter, there are two things on every sales leader’s mind:
- Finishing the year strong to meet or exceed revenue goals.
- Building a sales pipeline so their team is on track for next year.
In the race to wrap up the year, top-of-the-funnel activity often gets put on the back burner, while sales professionals focus on the immediate task at hand: hitting this year’s number. But if the team doesn’t add new deals to the funnel by prospecting and qualifying opportunities, the sales pipeline will have slowed to a trickle when the new year starts.
Ending the quarter successfully while managing a pipeline for next year requires focus and effort. If left to chance, your sales professionals might miss this window of opportunity. The good news is that helping your team balance closing deals while building a sales pipeline is something you can control.