There are 3 deadly mistakes that sales reps tend to make during the fourth quarter.
Mistake #1: A Total Emphasis On Closing and Almost NO Emphasis On Prospecting.
I get it, you want to get EVERY last drop of revenue in the bank, but;
If you aren’t replacing those opportunities with new opportunities;
You’re positioning yourself for a sh*tty first quarter in 2020.
Remedy: Make sure you are prospecting regularly in addition to being the closing machine your Sales Manager wants you to be.
Mistake #2: Waiting Until January To Get Going On Your 2020 Goals!
Somewhere along the way, we were programmed to believe that we should start thinking about our goals in December so we can come out swinging in January.
My question for you (and this is why I make the big bucks) is;
Why wouldn’t you start now so that you can get a 48 day jump on the life you deserve?
Remedy: Get going TODAY. Even if its a baby step. Even if its just taking a look at the skills you need to start working on by downloading this FREE worksheet.
And if by chance you understand the benefit of having someone guide you, push you outside your comfort zone, and hold you accountable, click HERE to learn about my Sales Program.
Mistake #3: Slowing Down (Instead Of Increasing) Your Efforts At The Holidays.
If you haven’t heard it already, you’re going to start hearing “Call me back after the holidays.” quite a bit over the next few weeks.
Don’t you dare confuse that as factual proof that there isn’t business to be done for the next month.
Needs don’t go on sabbatical because someone wants to milk 30 days out of what really should be 1 week of “Holiday Ho, Ho, Hoing”
Also, this is the time of year many of us like to slow down and spend time with family and enjoy the holiday season;
I agree but;
Again, let’s back off of the milking the sh*t out of the holidays thing!
Get home early to eat dinner with your family for a change.
Take the week off between Christmas and New Years.
Take time to enjoy your family, but;
Understand that you don’t need to write off the next 30+ days to do that!
Remedy: Keep up your appearances and understand that even if your efforts don’t immediately pay off, you’re positioning yourself for a better first quarter by putting in the work NOW!
HIRE PAUL TO SPEAK AT YOUR SALES KICKOFF MEETING
I help sales reps, sales leaders and business owners sell more. To learn how, click HERE. For speaking availability and rates, email me paul@yoursalesplaybook.com
