This is the time of year that runs you ragged. We have frayed nerves, tired feet, pounding temples, and it seems like we beg for time off from work only to work harder at home to get ready for festive times with others. However, if you have sales responsibilities – and many of my readers do – then you know this is a time of procrastination. Year end planning. Cleaning out those old files. Getting that database in order, documenting all those meetings, updating all of those opportunities, etc., etc., etc.
If you are not careful you can fall victim and coast through the responsibilities. And that coasting really only hurts you. You think, “No one really will notice because the world is a little sleepy for a few weeks!” However, you have a choice. Work hard today or take the day off. Work hard or play hard. In my book, there is no middle ground. My favorite one liner here is, You cannot stand with one foot in the out house and one foot out of the outhouse! This simply does not work!
So my friends, I am letting you in on a little secret I was taught. It is not my original thinking, but I live it every single day. This is just about work ethic. Make one more call. Send one more email. Plan your day thoroughly. The difference between your success and the person next to you? Well, I just gave you the secret. It’s not updating databases. You must put the time in, know what you’re doing, and be good at what you do, of course.
I have had an ongoing standing bet with my company for years that the easiest appointment to set for new business is the appointment over the Holidays. If you get a decision maker on the phone, they are working for a reason. They are working on real problems, running real departments, buying real solutions from folks like you. But, they won’t if you spend the next two weeks cleaning out your desk. And they can’t if you are convinced that no one does business over the Holidays. Trust me, I will be in. Trust me, I will be making vendor decisions. Go make one more call. Send one more email. Make it count!