It’s usually around this time of year where you see three distinct groups of sales people…
RACERS
Sales people that fall into this category are literally in a race against the clock. Perhaps a couple of deals fell through the cracks, a major account left, or they just didn’t have enough in their funnel. Regardless, they are working like crazy to close deals and meet their numbers. Yes, some people work well with this type of pressure, but most tend to get emotional and push too hard or discount to close the deal.
RELAXERS
It’s all downhill after Thanksgiving…. at least, that’s what these sales people believe. This group usually consists of sales people who hit their numbers earlier in the year and those who are so far behind, it seems impossible to catch up. They operate in vacation mode and cut back on consistent prospecting until January. When they do talk to prospects, they tend to accept stalls and put-offs.
PACERS
Like Racers, this group is looking to close deals. It's not because their numbers are behind, but they want to finish the year strong. Pacers are tracking their efforts on a monthly/quarterly basis so they know exactly where they need to be. Pacers focus on the opportunities that have the greatest chance of success, and they choose to not waste time with tire-kickers. In addition, they are filling their sales funnel for the first quarter. The last thing they want to do is start the year off at square one.
As a sales person, it's good to know which group you belong to, and as a sales manager, you should know which description best fits each member of your team. It may be a good time to sit down and assess yourself and those around you, click here if you're interested in learning more.
