Weâve all been there; the big dealâs just sitting there ready to drop. The monthâs looking great when this bad boy lands, maybe even the whole quarterâ¦ just imagine when itâs all closed, the glory! This will definitely mean presidentâs club, top of the sales board probably... at last the phone rings, itâs the client. Knuckles are cracked, the phone is answered, âheeeeello!â Joyfully exclaimed down the phone, excitement brewing, finally itâs time to close this.
âIâm sorry the budgetâs been pulled by head office, nothing we can doâ.
Youâve put everything on it, without realising it youâve sat there for a good month, hours whizzing by while day dreaming of the good times ahead. You had the proverbial cigar already cut and the champagne on ice. But suddenly the outlook is rather different, âit was bad luck!â wonât cut the mustard. âNothing I could do!â wonât either. Unwittingly youâve let the pipe run down to a trickle and the self proclaimed promise of glory has turned into the crushing fear of missing your target by a mile.*
But it could all have been so easily avoided. It always feels like such a drag when youâre heading for the destined whopping deal and your manager pulls you aside for your pipeline update and asks âthatâs great, but whereâs the next one coming fromââ¦ âNo worries, I wonât be needing another for months after this one so who even caresâ is an easy reaction. Next time this happens though, take it as a welcome kick up the **** to take stock and plan a little more carefully.
Once youâve done all you can on a deal and there is nothing you can but hope and dream itâs time to move on. No matter how big it might be you need to start thinking what would happen if it goes wrong, is there enough backing it up that the outcome is actually inconsequential? If you get yourself in this mindset, youâll be shaping up to hit your target in the worst case scenario and that big deal will just be a rather nice extra. The icing on cake (and maybe a little cherry on top as well). If they all come through then youâve blown your target out of the water. Treat every deal as if it wonât happen and have in your mind that you need to have more in the pipe to cover it.
Itâs the people who think like this who are the âluckyâ ones. You know that guy who âflukesâ his way onto the company holiday every year? He probably had dozens of âsure fireâ deals drop out around those ones you actually saw come through.
Donât be the one sat in the office damning the client who pulled the budget. Work hard, work smart and make your own luck. Victory champagne tastes a lot better anyway.
*Heeding the words of a great man feel free to drink the champagne at this point anyway - "in victory I deserve it, in defeat I need it".