The key to making your 2023 sales number.

You may be saying to yourself, “2023 is just getting started. I have all kinds of time.”  No, you don’t. Sales do not magically happen. They take time to develop for two reasons:

  1. Sales Cycle: Let’s assume you have a 3-month sale cycle. The activities you start today aren’t likely to produce results for 3 months which is the second quarter of 2023. If your sales cycle is 6 months, you won’t see results until at least the end of the second quarter of 2023.
  2. Sales development efforts take time to produce results. Lots of managers are inclined to put training off to see how the year is shaking out. In doing so, they ignore the reality that sales development does not produce immediate results. There is a learning curve.

How long does it take to see results from sales development?

To calculate the amount of time before you begin seeing sales training results, add the sales cycle to the learning curve. For example, if you have a 3-month sale cycle and your team needs 6 months of development, you should begin seeing results at the 9-month mark. That means that if start training now, you won’t see results until well into the third quarter of 2023. That sounds more like a plan for 2024 than for 2023!

Now is the time to act. Begin by answering these four questions. It should be easy since I have also included the answers!:

  1. Can we be more effective? The answer is usually yes.
  2. How much more effective can we be? The answer depends on your sales leadership, sellers, systems, and processes. The good news is that they are all measurable, and you can quickly determine your team’s upside potential. Start with a sales force analysis.
  3. What will it take to accomplish our objective? The commitment of the CEO/Owner.
  4. How long will it take to achieve that? Your sales cycle plus the learning curve. The learning curve is a function of your seller’s “figure it out factor,” the size of the gaps that need to be closed, and the quality of your sales leaders.

Remember, “A year from now, you may wish you had started today.”

Jim Peduto, Esq., CBSE

Schedule a 20-minute executive briefing to discuss trends that will impact your ability to make your number.  

Jim Peduto is the Managing Partner and co-founder of Knowledgeworx, LLC.  Jim combines practical insight and big data to help CEOs and owners transform their businesses.