Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
The Importance of the Fourth Quarter
I believe the most important sales quarter of the calendar year is the fourth quarter.
In football, the fourth quarter is the time you need to keep your foot on the accelerator, and not let your competitor get back in the game. As I've stated before, I believe running up the score (with backups) is a good thing.
In sales, the fourth quarter is the one that may determine if you attain bonus levels of your commission plan as you end the year on a high note. Additionally, successful fourth quarter activities help establish the groundwork for a fast start to the new year (in the first quarter). Please don't take things for granted, don't coast or sandbag for next year. Depending on your sales cycle, your results in the first part of next year may be directly dictated by your activities now. So, keep your "pedal to the metal" and run up that score!
Q - So what's my second favorite quarter?
A - The first quarter (just by a slim margin).
Start strong, and end stronger!
Happy Selling!
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