With the dawn of a new year, you will realize that in order to move forward, changes must take place within your business.
In the first week of the month, you will have a moment of inspiration when you realize your salespeople need to be better aligned with their processes to take advantage of the cloud practice you have built or are building. If you implement volume and velocity sales processes, you will gain momentum with your sales cycles. This means you will need to recognize which opportunities necessitate a quick, transactional process and which require a longer discovery process that allows you to focus on high-net-value opportunities. After making this determination, your salespeople’s productivity will start to skyrocket.
The later part of the month should be dedicated to smoothing out your volume and velocity processes and inserting a “business guidance” sales process into the mix. By doing so, you will focus your salespeople on the right opportunities and begin turning them into consultants-a necessity for success in the cloud.
At the end of the Venus retrograde in Capricorn on January 31, you will begin to see a significant upward trend in revenue … if you follow the advice of the zodiac.
KEITH LUBNER is managing partner of Channel Consulting Corp., a consulting firm focused on channel strategy, design, enablement, outsourcing, and training for growing companies.
