How are you going to handle next week? Monday is Christmas day, so that leaves just a short, four-day work week. A lot of people are taking part or all of next week off, but in all honesty, it’s not a bad week to work.
Very few meetings are scheduled. Many of your clients are in vacation mode. Hardly any of your colleagues show up at the office, and those who do, don’t stick around very long. It’s relievedly quiet.
One could argue that next week is one of the best weeks of the year, because you can still enjoy the holiday season but the go-go-go pressure is over. Stress levels drop. You can relax but still get some work done.
If you’re a regular reader of this column, you know I’m obsessed with prospecting. I preach about prospecting, because it’s the most important thing a sales professional does for long-term success. However – believe it or not – I actually take the week between Christmas and NYD off from prospecting.
Instead, it’s a week for thinking, reading, planning, organizing, strategizing and preparing for next year. When you’re doing deals, you tend to put off “sharpening the saw” activities – things that get you ready for future success. Next week is a good time to read those articles you’ve been collecting and watch some sales training videos.
It’s also a great time to update and clean out your CRM. As the year goes by, your data can become cluttered and disorganized. When you’re busy prospecting and closing deals, you don’t have time to clean it up. Next week is a great time to do that.
If you’re not currently using a CRM, and have been putting off setting it up, next week might be the ideal time to finally do that. Do a little research to determine which CRM program is right for you. Then buy it and set it up. Depending on the program you choose, you might have to do some customizing. Then populate your new CRM with your contacts and leads. If you’re going to use your CRM to send prospecting emails, you can set up that process next week too.
I have one other idea for next week – Finish your sales goals and do them right. Those sales reps who have clear, unambiguous and quantitative goals are more likely to be successful than those who have no goals or lightly developed goals. If you haven’t finalized your 2024 sales goals, don’t go to your New Year’s Eve party until they’re done.
There’s not going to be a Sales Shape Up article next week, so I’ll take this moment to wish you a blessed, joyous and prosperous New Year!