don't just analyze, energize!
TRANSCRIPT
EOQ Rush Syndrome
• Underestimating the challenge
• Breathless sprint to finish line
• Not developing next quarter’s deals
• Vicious Circle
• Burn-out only a matter of time
Sales Team Pacing Example
• 20 deals to close
• Add 20% buffer, aim for 24
• Target Pace: 2 deals/week
Multi Dimensional Plan
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 0 3 3 3 2 2 2 2 3 3 1 0
Opp Needed 12 12 12 8 8 8 8 12 12 4 0QTD Sales 0
Win Rate = 25%
Multi Dimensional Plan
Win Rate = 20%
Week 1 2 3 4 5 6 7 8 9 10 11 12
Target 0 3 3 3 2 2 2 2 3 3 1 0
Opp Needed 15 15 15 10 10 10 10 15 15 5 0