The last quarter of the year is upon us. Regardless of how the previous three quarters have gone and regardless of where you are right now toward goal, finish strong. You simply must finish strong.
Come Q4, we generally have a line of sight on how the year will shake out. We may be already at goal, or at the edge of hitting it. We may be nowhere near goal and lamenting the year's headwinds. Or perhaps we are somewhere right in the middle – left or right of 50% unlikely to meet the goal. I’ve been at all of these positions in Q4 in my sales career and regardless of the ultimate outcome, I am here to tell you that throwing in the towel now is by far the worst option. Listen!
Sales is hard.
Sales is scary.
Sales is thankless.
Be validated in knowing that all of these feelings inside of you are true. This is (in fact) why sales professionals are so well compensated, and why every single company has a sales division. But that’s not all.
“Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.”
Sales is challenging.
Sales is adventurous.
Sales is exciting!
And sales is worth it. You registered for this race, so kick through the finish. Wherever you are in the stack ranking today, here are ten reasons to drive through the finish line in Q4.
Work Ethic - Teach yourself to glide today and you will glide tomorrow. Discipline yourself to fight today and you will fight tomorrow. Nobody glides into their goal. And nobody learns how to hit their goal without first learning how to push through when it’s hard.
Sandbags Leak - Sandbagging is sales slang for half-stepping. It means giving minimal effort while looking like you’re still giving the maximum. Sometimes sandbaggers try to straddle a year with an account to pad their number for next year. Beware. What you think will be there tomorrow, just might not. Close now what you have now. Let the year fall as it may.
Pay Day - As already stated, there’s a reason sales professionals get compensated so well. Your compensation is directly tied to your results. Last I checked, 110% of $100 is still better than 100%. Additionally, 50% of $100 is also better than 25%. Earn what you can - especially if your company has sales kickers, sales spiffs, and the all-glorious uncapped comp plan.
Make It Or Break It - Quitters don’t last in sales. Full stop.
It Only Gets Harder - Guess what? Your goal is going to increase. It is best to learn how to hit a higher number now when you have a lower number as opposed to striving for the next level without any reps or rewards. Goals always increase. If they didn’t increase for you, awesome. They will.
Stack Rankings - #1 is still the best. Don’t look over your shoulder and lose the race to a Hungrier Hippo than you. And while we’re at it, #2 is better than #3; #3 is better than #4; #40 is better than #59, and so it goes.
Stacks Get Whacked - It’s no secret that sales organizations cut portions of their field forces due to financial pressures. It’s best to be on the right side of the math because they don’t start chopping from the top. They chop from the bottom. Best to scurry up the stack while you can.
It’s Not All About The Number - Well…I mean, it is. You either hit your number or you don’t. That’s the game. And…Great sales leaders look at the whole of the person instead of just the number. You could be south of 50% while demonstrating that you’re executing the right actions to break through. You could also be north of 50%–or near the top–while demonstrating that you’ve already stopped working for the year. It all comes out in the wash. Be careful.
It’s Not About You - It’s also about your sales leader and their leaders. You may have already received your reward for the year. Perhaps your plan is capped and there’s no more coming your way. Perhaps you literally cannot go any higher than the top that you’re at. But I’d be willing to bet your sales leaders could still use your numbers. All of them. And that their reward for the year depends on your efforts. Help them. Because I guarantee they’ve helped you. You think being in sales is thankless? Try being a sales leader!
There’s No “I” in Team - but there is in INDIVIDUAL and SELFISH. Help your team. Go for the team win! I trust someone on your team has helped you, and even if they haven’t, I trust that someone at some time in your sales career has. Pay it forward. Sales is hard. Oh, also, there’s an “I” in QUIT. Refer to bullet four.
Look, now is not the time to mail it in because you’re at the top or give in because you’re at the bottom. It’s Q4, not Christmas. When Christmas hits and no one wants to talk to you because they kicked through the finish, then you can rest, just like your clients. But right now, we need you. Because it’s the last quarter. So finish strong!
