We know the end of the year brings pressure, urgency, and opportunity. It’s the last push to close the year strong, but it’s also the perfect time to build momentum that carries straight into the new year. The leaders who get this right don’t just focus on the final numbers—they prepare their teams for a faster, cleaner launch in January.
Here’s how to strengthen both the finish line and the starting line:
1. Recenter the Team on Clear, Achievable Goals
This is when coaching matters most. Keep your team focused, supported, and stretching just beyond their comfort zone. Strong habits now don’t just win December—they set the tone for January.
2. Use Data to Inform Both Year-End Pushes and New-Year Plays
Leverage everything you’ve learned this year: customer behavior, KARE profiles, outreach trends, and conversion patterns. This data helps you prioritize the easiest year-end wins AND identify early Q1 opportunities waiting to be activated.
3. Plan Key Events With Intention
Every remaining meeting, conversation, and customer touchpoint is a chance to close business—or open the first opportunity of the new year. A clear plan ensures December isn’t just reactive, but strategic.
4. Reengage Existing Accounts
Your current customers are your fastest path to year-end revenue and early Q1 pipeline. A simple check-in can surface late-year projects or set the stage for meaningful January conversations.
5. Lean Into Social Selling
LinkedIn and email are powerful tools right now. Share insights, provide value, and make it easy for buyers to take next steps—whether that’s closing something this month or booking a conversation for early next year.
6. Maximize Every Productive Hour
This is where discipline pays off. Reinforce pay-time vs. no-pay-time and help each rep commit to a clear behavioral plan. Consistent activity in December builds the momentum your team will feel when they hit the ground in January.
Ending the year strong isn’t just about the final numbers—it’s about creating the energy, habits, and pipeline that make next year even better. Smart leadership now sets the stage for a powerful start.
Written by Dale Beierce — Sandler Training Sacramento
Sales training, leadership development, management coaching, Sacramento sales training, Sandler Sacramento
