How to Set Your Q4 Off Right
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Can you all believe that September is almost OVER?! Was I not just posting my August finds like, a day ago?! I really can’t believe it. With September coming to a close, that means that Q3 for most companies is coming to a close too.
In some ways the fourth quarter is my favorite. I love this time of year… crisp fall weather, leading to the holidays is SUCH a quaint family time. However, there’s a lot of pressure in Quarter 4: your time is ticking to hit those sales goals! I like to use the last days of quarter three to get myself ready for a BUSY end of the year. Here’s some of my tips to make sure you ace your fourth quarter:
Reflect on Q3
Go back over your third quarter and write out what you would consider your biggest wins, and biggest losses. Where did you hit your goals? Where did you fall short? What can you do improve the shortcomings, and how can you continue to excel in the areas you’re doing well? You can’t really make your goals if you don’t have a clean idea of what you need to work on.
Set your Goals
After you’ve done some reflecting on the past, time to look to the future. Set your goals – and don’t be afraid! Whenever I see sales goals come out, there are always a few reps who set low sales goals for themselves. If you aren’t challenging yourself, your desk will never advance as high as it could.
On the flip side, I’ve seen people set sales goals so ridiculously high that there’s no way they can hit them. Base your goal on where you are, where you’ve been, and where you’d like to be. If you’re consistently placing 20 deals a quarter, setting that to 40 may not be realistic if you’re currently projecting to still hit that 20. Maybe aiming for 25 would be a more attainable goal and make you feel more motivated to hit it.
Most of the time when a recruiter doesn’t feel they are going to hit a goal, they don’t even try. On the flip side, if you feel your goal is too easy, you won’t push yourself to grow even more. Set something that is attainable, realistic, and will challenge you.
Important to note: once you hit your goal, SET A NEW ONE! Even when you hit your goal, you shouldn’t be goal-less!
Get Organized
Make sure you have the tools to hit your goals! A new quarter is a great time to freshen up your desk and space. Clean/dust/windex your desk – a good deep clean once a quarter is a quick way to feel rejuvenated. Salespeople are always so busy our personal space tends to get forgotten, but you produce better in a good, zen area.
It’s also a good time to restock your desk – make sure you have a planner or calendar handy – you guys know I’m a big advocate of Day Designer, but Amazon has some great planners too. Here’s a cheap ones I found for the last few months: Academic Calendar 2021-2022 (on sale right now!) Lilly Pulitzer (had no idea Lilly was selling agendas on Amazon! I used this one for years before switching to a daily planner and Day Designer) 18 Month Desk/Hanging Calendar (I actually have this one in my cart to organize my blog/social calendar for 2022).
Other things to stock up on: pens, post-it, highlighters, thank you notes (if you’re not sending handwritten notes to your candidates/clients, you’re doing it wrong), paper… the basics. Make sure you have what you need to be effective. If you need to restock, get on Amazon today!
Get in the Right Frame of Mind
Your mindset and confidence in yourself is what will help you achieve the best quarter of your life. Look at this however you want: manifesting, “the secret” – whatever, I just call it having the confidence and firm belief you WILL hit your goals, and not doubting it. It’s what I honestly think is the secret to excelling in sales: the top producers I’ve met and worked with just NEVER doubt that they will hit their numbers each month. They always do it, seemingly with ease! Having that confidence and lack of desperation will help propel you to the next level. Try it this quarter! If you feel that doubt sneaking in, kick it to the curb and know that you ARE worthy of success, that there is NO roadblock to excellence.
Hope this helped you get into the mood to kick ass in quarter four. What are your goals for the next three months? How do you plan to smash them? Let me know! Leave a comment or shoot me an email, hello@junediaries.com. I love the feedback and hearing from you!
xx
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