{"id":11590,"date":"2024-12-20T10:31:25","date_gmt":"2024-12-20T10:31:25","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=11590"},"modified":"2025-01-03T15:27:15","modified_gmt":"2025-01-03T15:27:15","slug":"close-fiscal-year","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/close-fiscal-year\/","title":{"rendered":"Want to Close the Year Strong? These Experts Show You How"},"content":{"rendered":"\n

It\u2019s the fourth quarter \u2013 crunch time for sales. As the clock runs down, you\u2019re frantically trying to hit quota while planning holiday vacations. We know it\u2019s hard to stay focused, but now is not the time to take it easy. With the right execution plan, you can still hit your Q4 numbers. <\/p>\n\n\n\n

We asked leading Salesblazers for advice on how to close the fiscal year on a high note and here\u2019s what they shared. <\/p>\n\n\n\n

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Explore 7 ways to fuel sales growth with AI.<\/h2>\n\t\t\t\t\t\t\t

Dive into this interactive tour to learn how AI can help boost seller productivity from pipeline to paycheck.<\/p>\n\t\t\t\n\t\t\t\n\t\t\t\t\t\t\t

\n\t\t\t\t\tWatch Now<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\n\t\t
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<\/div>\n\t\n\t\t\t\n\t\t\"\"\n\n\t\t\n\t\t\t\t\t\"\"\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\t\t\t\"\"\n\t\t\n\t<\/div>\n\n\n\n

1. Create a give-get matrix to identify deals you can close fast<\/strong><\/h2>\n\n\n\n
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John Barrows<\/a>
CEO of JB Sales<\/strong><\/h3>\n\n\n\n

Not all deals in your pipeline are created equal, so they don\u2019t all deserve an equal amount of time, especially at the end of the year. There are the deals you know will close and are high value \u2013 but what about the ones you\u2019re not sure are worth your time or energy? You need an easy way to figure out whether to pursue these deals in Q4 or save them for Q1. Here\u2019s how: <\/p>\n\n\n\n

Set up a quick give-get matrix. For each deal in question, list out all the things you need to give <\/strong>away throughout the sales process<\/a> (demos, discounts, proposals, etc.) to close. Separately but for each of the same deals, list out all the things you need to get from your prospects in order to close the deal (details on their decision process, timeline, meetings with decision-makers, etc.).<\/p>\n\n\n\n

Once that\u2019s done, line up the two lists for each deal. If the lists are equal in length (for everything you give you get something in return) and shorter, the more likely the deal is to close. Those are the ones that need more attention. If the lists are imbalanced or long, the deal is less likely to close in Q4, so you should spend less of your time working on it.<\/p>\n\n\n\n

2. Use automation tools to manage leads<\/h2>\n\n\n\n
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Ashley Zagst<\/a><\/h3>\n\n\n\n

Account Executive, Apollo.io<\/h4>\n\n\n\n

I\u2019m a big supporter of automation. If it can be automated, it should be, and one of the most impactful uses of automation<\/a> is lead management. Why should the VP of sales\/marketing or sales operations, to whom you pay a hefty six-figure salary, be manually qualifying and routing leads? Why waste days or weeks going back and forth with leads just trying to get a meeting booked?<\/p>\n\n\n\n

Nobody has time to chase down a lead who wants a meeting when they could have booked it automatically. Taking these mundane tasks off your to-do list lets you focus on talking with clients and actually selling \u2013 the activities that drive deals to close.<\/p>\n\n\n\n

3. Use won\/lost reasons from the past year to find deals you can win easily<\/strong><\/h2>\n\n\n\n
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Terry Walsh<\/a><\/h3>\n\n\n\n

Partner and CTO<\/strong>, Funnel Metrics LLC<\/h3>\n\n\n\n

Review your won\/lost reasons from the past several quarters and make note of common themes. I look for things like the lead type (was it warm or cold?), decision-maker engagement (were they active throughout the sales or largely absent?), and discovery (did it deliver enough information to make an effective pitch or was it too fluffy to act on?). <\/p>\n\n\n\n

When you know what the biggest factors contributing to wins\/losses were, match them to your active deals. Prioritise the ones that match the win reasons you’ve identified, then map out a closing strategy<\/a> using learnings from deals with similar attributes.\u00a0<\/p>\n\n\n\n

4. Consider incentives to motivate all<\/em> your reps<\/strong><\/h2>\n\n\n\n
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Belal Batrawy<\/a><\/h3>\n\n\n\n

Founder of learntosell.io<\/strong><\/h4>\n\n\n\n

Instead of offering one big incentive for the rep who closes the most deals (or whatever goal you set), try offering multiple, smaller incentives that give more opportunities for everyone to participate. For example, you could reward reps for:<\/p>\n\n\n\n