“NEXT Year? I need to make THIS Year…”
Long term planning is great – but this year has to rock first. Best in Class performers balance today with future performance. Even in long sell cycle businesses, current period change is possible.
What are you willing to leave behind?
In a sprint to finish your fiscal year? Time to look at hard choices. What will impact this year? What can I cut without killing next year? Then ask “What can I now do with the time and resources I’ve just freed up?” You can’t cut your way to sales success.
Doing more of the same will just get you more of the same.
Programs and targeted campaigns to close business, book revenue, or move prospects along can be started at any time, but the sooner the better.