| Every year thousands of salespeople spend the | | | | Sure, there will always be a certain percentage of |
| end of the year in a frantic push to reach their | | | | business that will wait until the last day of |
| quota and or satisfy the demands of | | | | December. My question is however, are you |
| management to hit a specific number. I am not | | | | relying on this business as a large percentage of |
| suggesting that this is necessarily a bad approach | | | | your yearly quota? If you are, you are setting |
| to increasing sales, but there may be a less | | | | yourself up for frustration, disappointment, |
| stressful and more successful way to approach | | | | increased stress and even possible failure if this is |
| this challenge that I would recommend you | | | | your approach. |
| consider in future years, if it is too late for this | | | | A better way, is to look at each month of your |
| year. | | | | year as a one twelfth portion of your year. In |
| Granted, many prospects and clients wait until the | | | | other words when April is over, any missed sales |
| end of the year to see if they have available | | | | that were needed to hit your number for the |
| budget to purchase or commit to purchasing your | | | | year are gone, forever. You don't get the chance |
| products or services. I understand this philosophy. | | | | to make up for a shortfall in April in December. |
| Others many just procrastinate, waiting for | | | | Each month is a mini year. With this attitude you |
| lightning to strike before they can make the | | | | will tend to keep the urgency to maintain your |
| decision to proceed with an order. There are | | | | sales volume and results spread equally over a 12 |
| hundreds of reasons for waiting and only one | | | | month period. Your year is like a rotating year. At |
| reason for doing anything now. It makes sense | | | | the end of each month you begin a new 12 |
| because there is a need, a desire or a sense of | | | | month cycle. In essence each month is the last |
| urgency to get a problem solved or the ability to | | | | month of your year. |
| take advantage of a business opportunity that | | | | This attitude and strategy will not guarantee that |
| may slip by if action is not taken. Either way it is | | | | some business just needs more gestation time |
| incumbent on the part of the salesperson to | | | | before a customer will buy, but it will tend to |
| discover or create this sense of urgency - the | | | | reduce the pressure and stress of what I call the |
| real problem or need. | | | | "4th Quarter Blues". It is better to spread this |
| Too many salespeople deal in superficial reasons, | | | | anxiety out over a twelve month time frame |
| wants, needs given to them by prospects and | | | | than shove it all into the last 30 or 60s in the |
| therefore never really get to the heart of the | | | | year. Most people can handle stress, anxiety and |
| pain or ultimate real need of the prospect or | | | | disappointment in small doses. But, few people can |
| client. I know, I have been there many times. It | | | | effectively handle large amounts of this stuff |
| takes skill, confidence, courage and often the | | | | condensed into a small fragment of time. The |
| willingness to walk away from some business in | | | | holidays are stressful enough for many people, |
| order to be willing to peel away the layers of | | | | why add to the personal stress with increased |
| excuses, lies, and stalls that can cause potential | | | | business stress. |
| business to be delayed weeks even months and | | | | The end of the year holidays should be enjoyed |
| sometimes years. | | | | and not dreaded because of the pressure you are |
| There is only one way in which I know to do this | | | | feeling at work. |
| and that is with - tough, yet relevant questions. | | | | |