10/3/2024-Dreaming of Q4 commissions?

It is human nature to count your commission check before it gets deposited into your account.

And if this is one of those years where the check is fun, good for you….but DO NOT take your foot off the gas. For Q4…and Q1.

Seeing your balance swell in January won’t feel that fun if your Q1 is limping.

Mid-November is right around the corner, and everyone knows the schedule gets funky from then ’til New Year’s Eve.

Psyche yourself up for focusing on extracting every last drop for Q4 and selling into Q1.

Today, make two lists:

First, review your Q1 ’24 business and appraise how Q1 ’25 compares. There will be attrition, so make a list of new business targets that will help you reach your Q1 goal.

Next, who haven’t you contacted about adding to their Q4 contracts? …who can still be closed for Q4? And, who exists on your list that might have money to spend because one of your competitors screwed up?

Make both lists and hit the phones: you’re chasing Q4 revenue AND Q1 meetings.

If you’re about to receive a big commish deposit in the early weeks of ’25, good for you, and congrats on a big year. This year has been choppy for many reps…there aren’t many out there killing it.

And if you’re having a rough one…that’s okay, you’ll be back stronger than ever next year.

Either way, this skit from SNL about personal finance is a merry reminder of the number one rule regarding sales commissions…

Big or small, pay yourself first. Peel away as much as you can from your commissions and save it.