Welcome to the Fourth Quarter of the
year. Are you stressed?
ourselves too thin - and get stressed.
The truth is, the calendar didn’t do that
to us. We did that to ourselves.
Here’s the good news. Starting now,
we can move away from being a
“calendarist” … and move toward being
a “behavioralist.” Today’s technology
can give us all the information we need
about when our sales pipeline needs
refilling. For our part, we can identify all
the daily behaviors and activities – sales
calls, prospecting, client meetings, etc.
(the “fuel”) – that will keep us on track,
so we can be sure of hitting our personal
monthly and quarterly goals. We can also
make a mental note that if, for example,
we’ve got an eight-week selling cycle,
it’s always two months later than the
calendar says it is! If we start thinking like
a “behavioralist” right now, we can shift
our mindset, change the pattern, stop
blaming the calendar – and make this
our last stressed-out fourth quarter ever.
EDITOR’S NOTE: Sandler Training
provides proven, effective sales, corporate and
management training to high-achieving
companies and individuals throughout
Tampa Bay. Call Jim Marshall or Clint
Babcock at (813) 287-1500.
THIS QUARTER, PUT AN END
TO “QUOTA MALPRACTICE”
By Jim Marshall and Clint Babcock
Sandler Training
of Tampa Bay
– like what month it is – for financial
pressures we may be facing right now.
It’s a little more uncomfortable, but more
effective in terms of actual problemsolving,
to assume that the reason for
problems we face in the fourth quarter
can be found in the behavior patterns
we chose to support and execute back in
the first, second and third quarters – and
the behavior choices we make today.
Here’s a question for you: When you’re
driving across the country, and your car
runs out of gas on a remote, deserted
highway in the middle of the night, is
the problem the fact that it’s 11:30pm?
No. The real problem is that you didn’t
check the gas gauge back when there was
still time to refuel. Don’t be shocked that
you’re out of gas! Failing to notice your
gas gauge level amounts to “highway
malpractice.” The same basic error, when
applied to sales pipeline management,
amounts to “quota malpractice.”
We look at the sales pipeline in June, and
we think, “There’s plenty of time. I can
think about the yearly target later.” Then
we look at the calendar in November
and December and we realize, “Oh, my
gosh – it’s almost the end of the year.
I’m in trouble!” As a result, we spread
Welcome to the Fourth Quarter of the
year. Are you stressed?
Many business owners and salespeople
are this time of year. When November
and December roll around, and you find
yourself on edge because you’re a little
(or maybe a lot) behind quota, please
don’t do what many business people
do. Don’t fall into the trap of thinking,
“Well, it’s the end of the quarter; that’s
always a tough time of the year for me.”
It’s too easy to blame external factors
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