The end of the year always brings a unique set of challenges in sales.  The focus tends to shift from making the last couple monthly goals, and rather all attention gets focused on making the year end sales commitment.  Some years are exceptional, while others require a significant amount of effort to finish well.

Make no mistake, corporate america operates in book ends, January 1st through December 31st.  At the end of the day on the 31st there are no second chances or do overs.  The books get closed and whatever is…is.  One would think that the Holidays offer a nice retreat from work, but I tell you the truth, December is perhaps the most brutal month of the year.  The month that vacations are tempting but difficult to take as we try to hit our year end commitments.

The great part about his way of managing is that there is a clearly defined end point.  December 31st at 11:59.  Knowing this allows us as managers to set our expectations and goals.  We can inspire and lead knowing where we need to be and when we need to be there.  I always take some time in the beginning of December to assess the overall situation.  I build spreadsheets and set very specific goals on what needs to be achieved and when.

Be intentional and remember that, in business, it isn’t about how you start…it’s all about the finish.  I challenge everyone to…

Finish Well