Plan To Close The Gap
Team,
(The Only Easy Day Was Yesterday! “Krav Maga”)
Please put your name on a word doc with the date and save the doc as your name. These Gap Plans will be sent to our Leaders for review.
We have discussed Goal Setting and Territory Plans over the last four months and these should help to be a guide for the “Closing the Gap” plans.
Review your First Half % to quota. How will you close the Gap for H1? What % to H1 quota are you, work it backwards to determine how much you need to sell to hit it.
Example:
How much license did you sell in Quarter 1?
How much license did you sell so far in Q2?
How much more license will you sell in Q2? What is the total of these 3?
What is your H1 quota? Look at your quota letter to determine your individual metrics.
Subtract the closed total of Q1, Q2 and what else will close in Q2 from your H1 quota and that is your Gap.
Now for the planning to close the gap: Ideas below but feel free to come up with your own:
Pick 2 Term renewal accounts by name – who are they – Add additional licenses.
Pick 2 Term renewal accounts by name – who are they – Upsell Editions.
Pick 2 Term renewal accounts by name – who are they – Add Multi-Years.
Pick 2 Term renewal accounts by name – who are they – Increase YoY cost by 10%+.
Pick 2 Term renewal accounts by name – who are they – Add other products and solutions.
Pick 2 Term renewal accounts by name – who are they – Sales Plays Velocity, Mission Critical.
Pick 2 Term renewal accounts by name – who are they – Offer a Bundled Solution.
Pick 2 Term renewal accounts by name – who are they – Ask if there is end of quarter or end of year money.
Pick 2 Term renewal accounts by name – who are they – Ask if customer if they can finance a larger deal.
Pick 2 Term renewal accounts by name – who are they – Look for ways to proactively save the customer money.
Pick 2 Term renewal accounts by name – who are they – Look for ways to clean up license structure.
Now, in your territory, what campaigns are you running, or will you run? Provide specific measurable details.
For Database Management
For Performance Monitoring
For Cloud Based Performance Monitoring
For Application Management
For Data Migration and Disaster Recovery
For Data Analytics
For Tuning and Optimization with Artificial Intelligence
For Predictive Analytics
Pick a State, enter state name in CRM tool search box, email every contact a short 2 sentence intro to ask if they would like to add additional software licenses or take a look at new technologies. Implement a simple machine-like precision email focus. You should be able to copy/paste/send over 100 emails per day. Schedule a Discovery call with those that show interest.
Call 35+ prospects per day from customer base – same way as email strategy above.
Do a Mail Merge.
Work with other BU’s.
Additional targets:
Whitespace Report:
Trial & Freeware Download Report:
Territory Asset Report:
Closed Lost Opportunities Report:
Every booked deal in the last 5 years starting with the most recent wins and working backwards to add more licenses.
Perpetual maintenance to Term Subscription or Enterprise License Agreement for unlimited use (ELA), past audits for SaaS.
Sales is an all-season sport and we are going to need to work harder, longer and smarter to hit our individual and Team H1 Quotas.
Those that put the time, effort, and hard work in will see the rewards just like in sports…
Ask yourself:
How much time do you spend prospecting, calling/emailing customers every day? Is it enough?
How many customers do you reach every day? Is it enough?
How many hours do you work every day? Is it enough?
Do you wait because a customer is not getting back to you? Why do you wait? What can you do instead of hoping they’ll get back to you? (Hope isn’t a Strategy)
Can you turn up the clock speed, turn up the intensity, increase the sense of urgency, email/call the CIO? – Don’t be scared – they are people just like all of us… Have Confidence in yourself! Ask for help as needed to learn what to say and what to write.
Do not be a lone wolf, we are a team!
Ask for help and Adapt!
Jerry Lang
