This post makes most sense read on Labour Day, on a deck with a cold one in hand, which is where you should be today!
Being that it is Labour Day, and the de facto end of summer, I thought we can take a look at a lighter side of sales while still giving us something to think about without having to think too hard, something many of us in sales are already good at most days.
I’m not a big Shakespeare fan, but one of the things I did like was his use of the environment (skies, landscape, etc.) as tool to accentuate or contrast elements of the plot, or the inner conflicts of characters. Next time between calls, check Macbeth or The Tempest. You can see similar things unfold in sales, or at least those of us observing the drama, often the characters, you the sellers, are too close to see what the audience sees.
More often though, it is more the case that sales people tend to reflect their environment, which is good in the context of a sales meeting, but not when the environment influences their view and execution.
The Tuesday after Labour Day signals the unofficial start of the home stretch for most sellers. This conveniently comes only a few weeks from the Autumn Equinox, (well only here in North America, for our Aussie and southern hemisphere followers it would be the Spring Equinox).
I have always found that the time between the two Equinoxes to be the most productive for sales people. Not just because of the “Year End” or “Start of year” dynamic, but other factors and trends. (Speaking of drama, and Shakespearean predictability, are you braced to see an avalanche of “How to end the year right” posts, quickly followed by “How to start the year right”). An obvious one being the productivity cycle of their market and buyers. There is a natural cycle where businesses are more focused on doing business, less distracted by things like opening the cottage, getting the kids ready for collage, and more.
The Autumn Equinox brings with it shorter and shorter days, less light more darkness; it is dark when you start your day, and dark before it ends, making it easier to focus on the task at hand during day light house. An almost Shakespearean effect of the days narrowing with your opportunity to retire quota. Everything coming to a crescendo with the arrival of the Winter Solstice. While many will run the race right December 31, most will build their efforts to peak days before Christmas. And just as we return to work January 2, new beginnings, fresh opportunities, and longer days, more light, more energy.
Just a crock of sh#t you say, you’re probably right, but how deep do you want to be on the “last” day of summer, with a frosty on a deck?