The Audible-Ready Sales Podcast How to Prepare for Next Year
Nov 15, 2022
Brian Walsh, Senior Director of Facilitation at Force Management with deep B2B sales coaching experience, shares practical year-end planning advice. He explains why sellers neglect planning, how to set a territory operating rhythm, and tips for selecting accounts with runway. He also covers making a personal commitment to pipeline work and using current wins as proof points.
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Sellers Use Year End As An Excuse
- Brian calls out that sellers often use year-end deals and holidays as excuses and therefore neglect pipeline generation.
- He draws on decades of selling and leadership experience to argue almost every rep could have started building next year earlier.
Forecasts Depend On The Whole Funnel
- Forecasts are outcomes of what moves through your funnel, so focus above live deals on ongoing territory activities.
- Break the funnel into territory-wide pipeline generation and account-focused runway work and make both part of your operating rhythm.
Block Weekly Time For Pipeline Generation
- Schedule a recurring block for pipeline generation just like you schedule deal work; commit weekly time (e.g., two to four hours).
- Treat that slot as sacrosanct to refill the engine so you don't start quarters with no pipeline.