September Month’s Ends Do’s and Don’ts

With only a couple days left in the month and the start of the 4th quarter some out there are going to be having a Raman noodles, beans and rice month.

sales professionals all around the world are faced with the reality of ‘their numbers’ and efforts for the past 30 days. Some are happy, some are not… Which are you?

Because I am fortunate to work in sales and merchant services and I also get to talk with a  lot of sales professionals each month.  I get to see a lot of reaction – and reality!  I offer you several Do’s and Don’ts for your month end actions. 

The Do’s:

1. Look at your numbers.  Not just the ‘sales’ or results. Look at your activity, your close ratio, your prospecting efforts, etc. Closed sales only tell part of the story of your effectiveness and efforts.
2. Set your goal for next month. Do you have ground to make up from this month? Or from earlier this year?  Write down your goal(s) and as you write it – pay attention to your self talk. Are you confident in your goal? Are you second guessing it? Make sure it is realistic and believable.
3.  Discuss your monthly results and activity with your partner,  sales coach or mentor to seek their opinion.  What do they see you doing well that you should continue doing? What do they suggest you can do different to be even more effective next month?
4. Celebrate your success and progress!  What is a reward that is important to you? Extra time this weekend with friends/family? A nice dinner out, a special drink or treat? Pause and acknowledge what you have done well.

The Don’t’s:

1. Make excuses. Whether you made your numbers or not. If you don’t like your results – it means you need to do something different next month
2. Ignore the facts.  So often I see people who under- or over-estimate results without hard data. You won’t know if you don’t look and get the hard numbers. 
3. Procrastinate. Monday starts a new month, the last quarter of the year.  Be prepared to jump into October with enthusiasm and energy – and most important activity!

Using these tips can help you close more deals and stay focused. Word hard, follow up and ask for referrals and you’ll find happiness and success by the time Halloween comes around.

What other tips do you have for month end?

Happy Selling,

David