9/17/2025-Q4 mania already started

Q3’s pretty much done, and while it went fast, wait ’til ya see how fast Q4 goes!

The gravitational law known as the The Seller’s Q4 Time Warp posits that once Labor Day hits, it feels like New Year’s Eve is coming next week.

While Q4 has technically not begun, the pace and pressure of the last quarter of the year are growing.

This time of the year puts a premium on two important priorities: finishing Q4 with a sprint and setting up 2026.

Today, plan the next three months week by week against your goals for Q4, and a strong 2026 start.

Split your activities into sections:
1. Prospecting: Which KDMs can help you finish Q4 strong, and set up your 2026?

2. Strategic planning: What facts and intel do you need to collect to help you have a banner ’26?

When you catch yourself spending time against non-essential selling activities – internal meetings, administrative work, and I don’t know where my time went stuff – actively manage your calendar and priorities.

As you watch Jim hilariously monitor Dwight’s time in this three-minute clip from The Office, be glad your manager is not watching you like Jim.

Time management is not a game of perfect, it’s a game of priorities and focus.