Typically November is the time of year when sales reps decide if they can make a push to reach their goals (if they are not there yet), or “pack it in” until January 1st.

One year in the mattress business, I was lagging behind as mid-November hit. I was frustrated that the results were not there, and I was not “feeling it” anymore. Shortly after the “pity party”, my boss gave me a wake up call –  and said that I could still do this. A trip for two including airfare and hotel to an exotic location was on the line for my wife and I. Giving up was not an option. We were able to qualify for awesome trips if annual goals were achieved.

I fully revised my account strategies. I went to the extremes as part of the plan. I evaluated how to get added business from the highest growth accounts, and the ones that were struggling too. I remember thinking to myself,

“I have to call that guy”?

Yep even the accounts that I did not like, I reached out.

I planned promotions, strategized with other reps, and squeezed every ounce of potential business out of the territory, without over stocking customers unnecessarily. My plan worked to perfection.

On December 30, I remember returning from holidays and going in to my home office for the best “fax of my life”. That was about 10 years ago – faxing was still cool -:)

My boss sent me the monthly goal update early, because I had achieved – I achieved by .5%!!!!!

I was so excited. I performed when the chips were down, when I could have easily “taken the rest of the year off”. Sorry Managers, it does happen.

I won’t end this with some big rah-rah you can do it pep talk!

Instead, just 4 words!

Believe, Plan, Implement, Smile (like crazy when you hit your numbers)!

ps. If you knew that question “So You’re Saying There’s A Chance?” was from the movie “Dumb and Dumber” staring Jim Carrey, you were right!