Maximising December Productivity: A Guide for Sales Professionals

John Soares


As we approach the end of another year, it's crucial for sales professionals to maintain their productivity and set the stage for a successful start to the next year. Despite the challenges and fatigue that may have accumulated throughout the year, staying focused and disciplined is vital. In this article, we'll explore strategies to help salespeople remain productive during the often quieter month of December.

Maintain Good Working Habits

The first step in ensuring December remains productive is to stay disciplined. Continue to follow the good working habits that have kept you on track throughout the year. Stick to your routine, waking up, getting ready, and starting your workday just as you always have. It's easy to let these habits slip during the holiday season, but maintaining them is key to sustaining your work rate and energy levels.

Develop a New Daily Routine

As the usual hustle and bustle of the sales environment slows down in December, consider adapting to a new daily routine. Your typical day might involve numerous calls, emails, and CRM updates, but during this period, these activities might dwindle. Don't let the change in pace lead to unproductivity. Instead, establish a new routine that aligns with your goals and keeps you engaged and productive.

Collaborate with Your Sales Manager

Maintain open communication with your sales manager. Work together to create a plan of action that includes specific timeframes, activities, and goals for December. Having a structured plan in place ensures that you remain focused on achieving your desired outcomes.

Prepare a Strategy for the First Quarter of 2024

The start of the new year can be a golden opportunity for sales professionals. Prospects are often well-rested and eager to explore new initiatives, change suppliers, and address business challenges. Collaborate with your customers to create a specific strategy for the first quarter of 2024. This proactive approach will help you identify the information and activities necessary to meet your 2024 goals.

Avoid Making Excuses

December can be a deceptive month, with some assuming that it's a time to slow down. However, many businesses are still bustling with activity, making it essential not to make excuses for decreased performance. Avoid convincing yourself that it's not worth reaching out to prospects due to the holiday season. Instead, recognize that opportunities exist, and businesses may need your assistance during this time. Always question assumptions and strive to uncover potential opportunities.

Add Value to Your Business

Ultimately, as salespeople, our primary goal is to identify opportunities for our businesses. Regardless of how you plan your December activities, ensure that they contribute significantly to your ability to achieve this goal. Evaluate the value you are adding to your business with every action you take, and ensure it aligns with your long-term objectives.


December presents a unique opportunity for sales professionals to set the stage for a successful year ahead. By maintaining good working habits, adapting your routine, collaborating with your sales manager, planning for the first quarter of 2024, avoiding excuses, and focusing on adding value to your business, you can stay productive and make the most of this quieter period. Don't let December slip away; use it as a springboard for a successful year to come.

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