Three Data-Driven Best Practices to Accelerate Predictable Business Growth

Based on data fromQ1 2016 Business Growth Index

Does the upcoming end of month or quarter make you nervous?

Source: Business Growth Index, Q1 2016 (supplemental data)

Month-end and quarter-end SHOULD make you nervous!

Sales teams typically close exponentially more deals on the last day of a month or quarter – but most get closed as “lost”

Will the sales org deliver their numbers?

Source: Business Growth Index, Q1 2016 (supplemental data)

If your sales team is saying, “we’ll bring in the number” at the end of the month or quarter, you may have cause for concern…

…On average, sales’ win rate (deals won divided by all deals closed) drops below 30% at the end of a period

How can we resource the rush of last-minute deal discussions and negotiations?

1/5 22% of all deals closed in a typical month close on the last two days of the month

MORE THAN

Source: Business Growth Index, Q1 2016 (supplemental data)

Is this really the best way to grow a business?• Here are three best practices to help accelerate

predictable business growth:1. Study the data – both on-hand and from free resources like

the Business Growth Index – to sell faster, smarter, more2. Always be closing - it’s not just a line from a movie, it’s the

real deal3. Leverage incentives – with sales reps and customers – to

drive more predictable business results

Study the data to sell faster, smarter, moreUse data to identify who to

market to and what will pique that contact’s interest

Study the data to sell faster, smarter, moreKnow your sales team’s

success rate at closing/winning deals throughout your financial cycle

Study the data to sell faster, smarter, moreConsider predictive

solutions to identify deals that will close and steps to take that will improve or accelerate the odds

Always be closingStatistically sales teams

have a higher win rate earlier in the month than at the end

Always be closingDesign reasons for customers

to close earlier in the month, don’t let stuff stack up at the end

Always be closingFocus on leadership -

changing your closing cadence from monthly or quarterly to daily is a leadership opportunity

Leverage incentives to drive more predictable business results• Get creative with sales team

incentives; examples might include:• Double commissions one day

a month• Crown a sales “King” or

“Queen” for the day • Offer a one-on-one lunch with

yourself or another C-suite executive

Leverage incentives to drive more predictable business results• Recognition can help fuel

friendly competition and motivate more sales

Leverage incentives to drive more predictable business results• Spread out incentives

throughout a financial period, don’t wait until the end

Learn more!Business Growth Index

Q1 2016

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