Experienced salespeople know that meaningful progress doesn’t always fit neatly into a quarter, much less a calendar year.
Perhaps you’ve been working to get into a strategic account, improving how you conduct discovery conversations, or building relationships with people who aren’t ready to buy today.
As the end of the year approaches, it’s easy to become so focused on what you can close before December 31st that you stop thinking about what needs to continue into January.
Of course, you still have this year’s goals to achieve. That doesn’t mean everything else should go on hold.
Take a look at what you’re working on right now and identify one thing that needs more time than the calendar year has left.
Then decide what you’re going to do between now and December to keep making progress, AND what needs to happen in January.
The calendar may determine when your results are measured. It doesn’t have to determine how far ahead you think.