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Mostly by focusing on Key Customers. However, Weekly Break-Ups also help in achieving the sales targets in this short month, effective planning is required for it.
The best way to cover the sales deficit in short months is to cover additional customers and/or to get additional business from key customers.
The philosophy of sales target breakups in days & week doesn't work in our country due to an uncertain law n order situation. Every month, sales people running short of days because of strikes etc.
Just by getting warmed up for the end of year targets in March.
Feb has always been a tough month second of the year and one month before Q1 which makes it a very unique month
however i usually focus from Jan by a very aggressive plan to secure the sales and over achieve just to minimize the effect of Feb
after all in our market its actually the first H that secures the yearly target so if you didn't start early you will get stressed in the last H and create a very uncomfortable atmosphere in your sales force
Area coverage and key customers.
I would say plan for the month of January. And work harder in the month of January so that there are some close sales in the feb begining so that the target is met at the end.
I would say4.KEY CUSTOMERS more efficient.
mostly on focusing key customers
I am not an expert on Sales issues, however what I have seen in the past in our sales/customer service department... most of our customer service reps were Key account reps... (salary plus commissions.)
The VP Sales personnel had large areas (New England... Mid Atlantic ... North West...)
I do not know if they had additional sales quotas, however the more revenue they brought in the bigger where there commissions. I found we had very often unrealistic lead times just to make a sale
Key customers since the month is short and considering previous commitments to existing key customers, focusing on them would yield a protifable result for every organization rather then hunting aimlessly for new clients. Precise decison making and efficient time management considering the needs of key customers and delivery the result on time would be helpful
Breaking iit into week brakes may not make a big difference and would go with holding on to key customer while other new one because sometimes the business just needs to get it just enough to keep it afloat for the coming season.
