Now that your annual Sales Kickoff is behind you and new hires are getting on-boarded, it’s time to execute. January is nearly over which means only two more months until the end of the first quarter. It’s critical your team gets out of the gate with a fast start to 2019.
The best leading indication for Q1 performance is your pipeline coverage ratio.
Depending on your historical win rate and business model type, your in-quarter pipe coverage ratio should average 3 times quota. The earlier stage opportunities likely require more discovery and further qualification. The latter stage opportunities may require additional demos and due-diligence to advance and close.
Given your team’s Q1 commitment, make sure your reps have identified their key deals to make quota. On a weekly basis, each rep should determine the highest-gain activities necessary to close their first quarter gap and begin building Q2 pipe. Then rinse and repeat!