"I can't ask my reps to do outbound near quarter end...we have to focus on closing deals."

"I can't ask my reps to do outbound near quarter end...we have to focus on closing deals."

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Many sales leaders are sharing this with me right now. And it drives me crazy.

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This thinking leads to a culture of:

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- Roller coaster quarters

- Inaccurate forecasts

- Unnecessary stress

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But the real impact is even more brutal...

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You're desperate to close deals...and buyers can sense it.

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You either:

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⛔️ Use pushy sales tactics to completely turn buyers off from ever doing business with you

⛔️ Train smart buyers to squeeze you for insane discounts

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Both scenarios suck.

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Here's how our best clients at Outbound Squad avoid roller coaster quarters:

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✅ 1) Dial in the sales math

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Every AE has reverse-engineered the exact math behind their outbound activity targets. The unique # of outbound emails, phone calls, etc. needed to

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- Run enough meetings

- Build enough pipeline

- Close enough deals

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Then hold AEs accountable to the number THEY came up with.

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✅ 2) Outbound is "always on"

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They don't treat outbound like a faucet to be turned on/off when needed. They treat outbound like a muscle that needs daily exercise to stay in shape.

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Outbound is talked about and celebrated in

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- Every 1on1 meeting

- Every team meeting

- Every all hands on

- Sales Slack channels

- QBRs, kickoffs

etc.

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Pro tip: Focus HARD on pipegen in the first few weeks of every quarter to get started right.

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✅ 3) Leaders "rub shoulders" with reps

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My friend Garrett M. Graston was the top sales manager at Zoom last year. Know what he does every Friday? Run a prospecting power hour with the entire team.

As leaders, you have to participate in outbound with your reps. Run power hours. Make calls together. Show up to outbound enablement sessions. Practice with reps.

Set the example.

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~~~

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Quarterly sales roller coasters are the result of inconsistent pipeline building.

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Get consistent with pipeline building across your org, and you'll never have a roller coaster quarter again.

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Want to get off the sales roller coaster?

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Join me, ‍Scott Leese, Leslie Venetz, Kevin "KD" Dorsey, Ian Koniak, Dale Dupree, Marcus Chan, Richard Harris, Morgan J Ingram, Larry Long Jr, Darren McKee, and many more at the Midnight To Millions summit coming up soon.

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Register here to save your spot.

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