Year: 2015

It’s Q2 Already WTF!

I’ve learned that sales quarters roll round real fast.  I spent some time of my life studying physics, very much at an
FreeImages.com/BSKelementary level.  Time was a topic I always liked the idea of but the academics that tried to express relativity always tripped me up in explanations of travelling trains and view points, they should have given me a quota and a deadline, then worked back to the mathematics!   RFQ response deadlines loom far too quickly and customer’s purchasing departments move in a different time, yet the 24 hours in a day appear to tick over at an alarmingly regular rate and the end of quarter comes just as it should.

For me one month has past of Q2, deals are forming shape and pricing is being negotiated.  This can be a great time if you are in front and it’s easy to get carried away with how the year might pan out.  You may be behind (I know it’s the sales managers fault for setting your silly quota but I can’t change that) and trying to work out how you can climb what is already looking like a mountain.

In either position now as an SE is time to look at Q4.  How are you going to close the year out, how are you going to contribute to the greater good of your quota, where is the extra value that you bring?

You have to assist the deals on the go, you have to work on the company projects and the last thing you probably need is additional work but Q4 is where it is at and your influence is now.

Surprise your rep and book a Q4 planning meeting.  Take time to look at your account list and work out who you can meet, who you are not currently speaking to.  Grab that coffee, take a note book (how old fashioned am I – tablet!) and listen.

Remember you have the best job in the world, go out and enjoy it because as an SE time moves very fast indeed!

 

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Losing your Religion

The new year has begun, in truth we are well into it, accounts and numbers have been finalised, processes, personnel and strategy have been reviewed and through all this the job continues.

I’d like to take a little look back at Q4, the role of the SE in Q4 and what follows can be an interesting one.  It’s the time of year I am at the mental edge of the role, I spend more time thinking about decisions and actions than any other.  With a smirk I’m sure you will have had a sales lead say “this is the most important week, of the most important month, of the most important quarter.”  Every sale is important to a sales team, as the year closes out they gather momentum.
http://www.freeimages.com/photographer/maxpate-62416For some Q4 will have shuddered to a halt, the final days might have felt like riding a truck with failed breaks, turning the wheel at this late stage is not going to change the end result.  And this is the key to it all, you are not in the final throws as an SE going to change the overall result.  Your work should have been done.  You can and should support and help; start the planning process, take a meeting with a partner or two make a cup of tea for the sales admin team.  (As much as reps think they work the hardest at the end of the quarter it’s actually those that have to process and book all the orders they have thrown together that do – all other times its us ;-))

There will be things you would have done differently through out the year and there will be decisions moving forward taken by management, that you don’t agree with.  This however is no time to judge your role by, this is no time to lose the SE religion. Before you know it you will be back in the wagon, the engines will have started, breaks checked and the GPS guiding the way.

Take a breath and remember you are part of the greatest community on earth, who doesn’t want to be an SE!