The Year Isn’t Over… and Neither Are You
Another year is wrapping up, and for many sales professionals, this is when the mental scorekeeping begins. You might be looking at your numbers thinking, “I should’ve made more calls… followed up sooner… closed that deal.”
But here’s the truth: it’s never too late in sales.
It’s never too late to recommit. It’s never too late to sharpen your script. It’s never too late to pick up the phone and reconnect with that prospect you ghosted in June.
Sales is about persistence paired with precision. The best reps I’ve coached don’t dwell on lost deals; they review, adjust, and reload. They don’t wait for January 1st to hit reset… they do it TODAY.
If you feel behind, good. That means you care. Use that energy to get specific:
Which five accounts deserve a reintroduction?
Which stalled opportunities need one more creative touchpoint?
Which skill have you been avoiding practicing — questioning, objection handling, closing — that could change your trajectory next quarter?
Every rep has a choice: end the year passively, or finish it PRECISE. Don’t let the calendar dictate your momentum.
Because in this business, the clock doesn’t define your success… your next action does.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
