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.
Top 30 Articles on www.KenKrogue.com (with total views) and a Summary of Ken’s Forbes Articles
- What is Inside Sales? Our Definition of Inside Sales | Ken Krogue – 56,369 Views
- Inside Sales Best Practices - 9,281 Views
- Inside Sales Tips by Ken Krogue - 5,488 Views
- My Final Comment on my “Death of SEO” column on Forbes - 6,411 Views
- 31 Linkedin tips – How-to-use-Linkedin-Best-Practices for B2B Prospecting - 5,680 Views
- Prediction – SEO will be Dead in 2 Years - 3,976 Views
- KPI – Key Performance Indicators – 2,285 Views
- Inside Sales versus Outside Sales – 2,226 Views
- Is Leaving a Voicemail Worthwhile? – 2,100 Views
- Inside Sales Tips – How LinkedIn Gives you 3 Free SEO Backlinks - 3,057 Views
About Ken Krogue - 1,943 Views
- Inside Sales is Top Method of Lead Generation – 1,074 Views
- Inside Sales Training - 1,888 Views
- Good to Great by Jim Collins - Ken’s Notes Summary – 1,526
- Inside Sales Tips – Skip to the Beep – 1,392 Views
- Inside Sales Best Practices: 7 Ways to Increase Contact Ratios - 1,360
- Climb the Trust Ladder to Increase Results in Prospecting - W/ VIDEO! – 1,339 Views
- Harvard Business Review says Sales is No Longer About Relationships - 1,148 Views
- Inside Sales Tips – No Vacations Last Week of the Month – 1,140 Views
- Lead Generation Strategies: When to Call, When Not to Call? - 1,049 Views
- Inside Sales Tips – Specialize – 998 Views
- Inside Sales Tips – Interest is The Counterfeit of Need – 898 Views
- Behind the Cloud – Ken’s Notes – 877 Views
- 6 Reasons Salesforce Users Need Hosted Dialer Technology - 856 Views
- Demand Generation Tactics and Strategy – 689 Views
- Power Dialers - 665 Views
- Inside Sales Best Practices: Gathering Direct Dial Phone Numbers - 601
- What is Lead Response Management – 573 Views
- Ken’s Rules: The Business Card Rule - 430 Views
- Josh James Shares 36 Startup Rules - 399 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”