At this time of year, too many salespeople find themselves in an awkward situation with a customer, wondering how to fill a December or January order.

For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it.  Last thing you want is to make a mistake in the closing days of the quarter with how an order is handled.

For both sales managers and salespeople, working through the strategy now also can provide a year-end burst of sales motivation to make sales happen that can help you make this year and next year even better.

Knowing in advance how your accounting department will be handling year-end orders will also potentially give you additional leverage in working with the customer.

So, you tell me — is your company ready for year-end sales?

Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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