Managing the End of Quarter Push

Managing the End of Quarter Push
Kevin Lehman
Everybody Stay Calm! GIF - TheOffice SteveCarell MichaelScott GIFs

The end of quarter push can be one of the most stressful times for people in tech.

Stay calm everyone. Here are some ways to manage the end of quarter push effectively without losing your mind.

Realize that all goals are not meant to be achieved

I talked about this in a Linkedin post and this is something that Gabe reminds me of all the time. Not all of your goals should be achieved. If you are achieving all of your goals then they are not aggressive enough. SMART Goals = Specific Measurable AGGRESSIVE Realistic Time-bound. Reaching 90% of your goal should be viewed as a success in most cases. If you are achieving 80-90% of your goal, don’t beat yourself up over a few missed opportunities. You can always play the “what if” game and it will never help. Instead, use it as a learning experience. "Next time, when a prospect give X objection, I will say Y to them instead of Z. This should give me long-term success and help me reach my future goals."

Get in the right mindset

Try to minimize the stress in your life. The end of quarter stress can be detrimental to your performance. Our recent blog post gives you some ideas for managing stress and how that will lead you to be more successful. It is important to take care of your body as well to help you get in the right mindset. A few ways to accomplish this are by exercising and getting plenty of sleep. This article draws a connection between exercise, sleep, and brain functionality. Basically, there is better connectivity between the different parts of the brain which leads to memories being consolidated in a more efficient manner. Take care of your body and mind folks. Another way to get in the right mindset is to find what motivates you. Internal motivation is more powerful than external motivation. For example, fear of failure would be more powerful than money or praise. Once you find your internal source of motivation, you will be more apt to succeed. Many famous people swear by it. Elite athletes like Michael Jordan. Some of the best motivational speakers in the world like Tony Robbins. They do it every morning to prepare them for the day. And I’m a believer as well. Visualizing success, as detailed in this article, helps manifest your desired outcomes. Take a few minutes in the morning to visualize yourself achieving your goals.

Don't appear desperate (even though you might be)

Acting desperate can definitely kill the deal. This means that you shouldn’t put pressure on the prospect to do anything. Instead, use the other factors of impulse. The Jones effect and indifference can be especially useful in a time like this. Something like: “One of our other customers, X, was in your position as well and they decided to try it out because it helped them solve X (problem that is shared by the customers). If you are too busy then that’s completely fine. I just wanted to make you aware of it in case it was important to your company heading into next quarter. Should I continue or shall we pick this up at a later date?" Since you are not putting pressure on the customer, they will be more likely to feel like they are in control. You don’t want them to feel like they are being sold a product.

Embrace the chaos

It may not be fun in the moment, but you’ll look back on it and be like “that wasn’t too bad.” Crazy things can happen at the end of the quarter. Embrace the moment and use it as a learning experience. -- Now go finish of the end of the quarter the right way. And make sure to reward yourself over the weekend! The online sales training videos on our Teachable will help you learn some sales skills as well as give you a preview of what our bootcamp training is like. And if you're asking yourself: "How can I find a boot camp near me?" You can learn sales skills online because our sales bootcamp is virtual.

Contact Us