I’ve learned that sales quarters roll round real fast. I spent some time of my life studying physics, very much at an
elementary level. Time was a topic I always liked the idea of but the academics that tried to express relativity always tripped me up in explanations of travelling trains and view points, they should have given me a quota and a deadline, then worked back to the mathematics! RFQ response deadlines loom far too quickly and customer’s purchasing departments move in a different time, yet the 24 hours in a day appear to tick over at an alarmingly regular rate and the end of quarter comes just as it should.
For me one month has past of Q2, deals are forming shape and pricing is being negotiated. This can be a great time if you are in front and it’s easy to get carried away with how the year might pan out. You may be behind (I know it’s the sales managers fault for setting your silly quota but I can’t change that) and trying to work out how you can climb what is already looking like a mountain.
In either position now as an SE is time to look at Q4. How are you going to close the year out, how are you going to contribute to the greater good of your quota, where is the extra value that you bring?
You have to assist the deals on the go, you have to work on the company projects and the last thing you probably need is additional work but Q4 is where it is at and your influence is now.
Surprise your rep and book a Q4 planning meeting. Take time to look at your account list and work out who you can meet, who you are not currently speaking to. Grab that coffee, take a note book (how old fashioned am I – tablet!) and listen.
Remember you have the best job in the world, go out and enjoy it because as an SE time moves very fast indeed!