How to handle crunch time of december

HOW TO HANDLE DECEMBER CRUNCH TIME



Some businesses do 40% of their sales in the last month or
quarter of the year.

If you pay attention to the news, then you know this fact
about retail sales.

But its also true for many business-to-business sales.

When I worked for IBM, we did 40% of our yearly sales in the
4th quarter. And most of that happened in the month of
December.

December is often crunch time for many salespeople.

It's a time for intense focus.


INTENSE FOCUS

If you are in a business that requires intense focus this
December, then you know what you gotta do.

You must push off till January everything that doesn't
directly bring in sales this month.

It can be difficult, but you gotta do it.

Some people's calls won't get returned.

Some prospecting calls won't get done.

Some customer requests will slip through the cracks.

Sometimes in our information-overload-too-many-things-on-my-
to-do-list world we have to just ignore nearly every one and
every thing to get one important thing done.

Successful people know that sometimes you need to be
intensely focused.

And one thing I've learned is that success is frequently a
messy, chaotic process.

So as you begin your December, choose to be intensely
focused.

Put lower priority actions off.

Feel free to even neglect a few things if that is what your
business requires right now to reach the goals that you set
out for year end 2005.

Every time I have taken my business and myself to the next
level, I have gotten there by focusing intensely on getting
done what really matters most.

I haven't ever regretted the C-priority tasks that I didn't
complete.

The only regrets I have had were the goals unachieved simply
because I let myself get distracted and didn't stay
intensely focused.

Make it a Great December!