Your Fall Reality Check: 3 Scenarios Every Growth Professional Encounters This Time of Year
Fall is the season for reflection and recommitment. At Sandler Toronto, we’ve seen how sales professionals can reset their goals and lean on a proven sales process to finish the year strong.
Here are three typical scenarios we worked through with our Mastery group this past week:
1. Behind on Goals
If you’re off pace, ask: Do I still care about this goal? If the answer is yes, recommit. The Sandler process teaches us that consistent activity drives outcomes. One call, one meeting, one step forward is always better than standing still.
2. On Track
If you’re where you need to be, sharpen your focus. Treat the last 120 days like a 90-day sprint—because December often feels like a 15-day month. Use goal setting and tracking tools to measure leading indicators, not just lagging ones.
3. Ahead of Goals
If you’re ahead, don’t coast. Success can easily lead to complacency. Instead, challenge yourself with new stretch goals and use the Sandler framework to keep conversations consultative, not transactional. That way, you’re not just closing deals—you’re building momentum into 2026.
The takeaway? Whether you’re behind, on track, or ahead, fall is the time to revisit your goals, double down on your sales process, and hold yourself accountable.
Lead well. Sell well. —
Chris Kelly, Sandler Toronto
