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It's the end of the month.....are you closing?

The message of this post is pretty simple: Managers and reps should never schedule vacations during the last business week of the month.

I’m sure some of you—most likely front-line sales reps—growled a little bit at hearing that.

On the surface it sounds harsh, right? Companies don’t control our lives; we should have the freedom to go on vacation when we wish, shouldn’t we? This is the United States of America, free country, and all that, right?

In principle yes.

In the real world of professional sales?

Not on your life.

The last two to three business days of the month are crucial for sales teams. Not because it’s necessarily “crucial” for the people doing the selling, but because in many cases, it’s crucial for potential buyers.

Whether it’s real or simply imagination, the end of a month pulls on buyers’ psychological strings.

Many budgets run on end-of-month or end-of-quarter schedules. Department productivity goals are clearly in focus, and decision-makers want to, well, make decisions.

When the calendar turns, we don’t want to leave old problems unfinished. Old problems are stale, dull, rehashed.

We want to “gear up” for the next month, tackle new problems and fresh ideas.

And like it or not, sales reps need to be around to take advantage of it.

Whether it sounds disingenuous, whether it feels like a “mercenary” tactic, there’s a reason that sales reps need to be in the office on the last day of the month, because C-Level decision-makers want to make decisions, and mid-level managers want to impress the C-levels.

The bottom line? The last week of the month, money is floating through the air, and deals are begging to be closed.

If you’re looking for gifts for sales reps this year, has compiled a nice list. Check it out and let me know what you think.

Top 30 Articles on (with total views) and a Summary of Ken’s Forbes Articles

  1. What is Inside Sales? Our Definition of Inside Sales | Ken Krogue – 90,920 Views
  2. Inside Sales Best Practices – 42,361 Views
  3. 31 Linkedin tips – How-to-use-Linkedin-Best-Practices for B2B Prospecting – 19,284 Views
  4. Inside Sales Tips by Ken Krogue – 14,997 Views
  5. Good to Great by Jim Collins – Ken’s Notes Summary – 9,758 Views
  6. My Final Comment on my “Death of SEO” column on Forbes – 6,411 Views
  7. About Ken Krogue – 7,439 Views
  8. Inside Sales Tips – How LinkedIn Gives you 3 Free SEO Backlinks - 7,080 Views
  9. Inside Sales is Top Method of Lead Generation – 6,439 Views
  10. Prediction – SEO will be Dead in 2 Years – 5,740 Views
  11. Inside Sales Training – 5,237 Views
  12. Inside Sales Best Practices: 7 Ways to Increase Contact Ratios – 5,202 Views
  13. Ken’s Forbes Articles – 4,960 Views
  14. Is Leaving a Voicemail Worthwhile? – 3,862 Views
  15. Inside Sales Best Practices: Gathering Direct Dial Phone Numbers – 3,624 Views
  16. KPI – Key Performance Indicators – 3,713 Views
  17. Inside Sales versus Outside Sales – 3.505 Views
  18. Harvard Business Review says Sales is No Longer About Relationships – 3,048 Views
  19. Behind the Cloud – Ken’s Notes – 2,745 Views
  20. Climb the Trust Ladder to Increase Results in Prospecting – W/ VIDEO! – 2,744 Views
  21. Inside Sales Tips – Skip to the Beep – 2,678 Views
  22. Lead Generation Strategies: When to Call, When Not to Call? – 2,232 Views
  23. Inside Sales Tips – No Vacations Last Week of the Month – 2,000 Views
  24. Inside Sales Tips – Specialize – 1,842 Views
  25. Ken Krogue’s Forbes Top 25 Most Popular Articles – 1,788 Views
  26. Ken Krogue – About Chauncey Riddle (My Mentor) – 1,396 Views
  27. Inside Sales Tips – Interest is The Counterfeit of Need – 1,375 Views
  28. 6 Reasons Salesforce Users Need Hosted Dialer Technology - 1,276 Views
  29. What is Lead Response Management – 1,204 Views
  30. Ken’s Rules: The Business Card Rule – 1,252 Views

A Complete Summary of Ken Krogue’s Forbes Articles, Including his newly updated “Definition of Inside Sales” and his #1 on all of Forbes (and his most controversial) article “The Death of SEO

Author: Ken Krogue | 
Summary of Ken Krogue’s Forbes articles


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