I'd like to discuss something that may be quietly sitting in your budget right now: the $ 30,000 (or whatever the number is in your world) allocated for training. If you’re like many sales leaders I speak with, you’re asking yourself, “How do I actually use this before year-end in a way that matters?”
The reality is, as the year winds down, it’s easy to let that money sit untouched. You’re busy closing deals, managing performance, and making sure the team finishes strong. But here’s the truth: unused budget doesn’t roll over into next year—it disappears. And even worse, if you don’t use it, it can send the wrong message to leadership: that maybe you didn’t really need it in the first place.
So, let’s talk about how to make the most of this investment in a way that helps your team right now and sets you up for success in 2025.
1. You Worked Hard to Secure This Budget
Budgets don’t fall from the sky—you have to fight for this money. You justified the need, made your case, and probably went back and forth with leadership to get it approved. That effort shouldn’t go to waste.
Think of it like sales: you closed the deal internally, now it’s time to deliver the value. If you let it lapse, you risk facing a tougher conversation when you ask for funding next year. On the other hand, if you use it strategically, you’ll have a story to tell about how those dollars translated into improved performance, stronger pipelines, and better results.
This is your chance to show that investing in your people is not just a “nice-to-have,” but a revenue driver.
2. A Thoughtful Program Builds Long-Term Value
I know the temptation at year-end is to grab whatever training is quick and easy just to “use up the budget.” But here’s the thing: leadership notices when money is spent with intention versus when it’s thrown at a problem.
A thoughtful program—one with structure, measurable outcomes, and clear ROI—gives you leverage when budget conversations come around again. It’s not just about checking a box; it’s about building momentum for your team and credibility for yourself as a leader.
When you roll out a program that directly addresses skill gaps, improves confidence, and strengthens sales behaviors, you’re not just solving a short-term need. You’re laying the groundwork for growth next year. And that’s the kind of investment leadership is eager to fund again.
3. End the Year Strong with a Sustainable Pipeline
The third reason to act now is all about results. The end of the year isn’t just about closing business; it’s about setting yourself up for January and beyond. A well-trained sales team knows how to build a sustainable pipeline, nurture the right opportunities, and keep momentum going even during slower months.
By investing in training now, you’re helping your team sharpen their skills when it matters most. That means you’re not only more likely to finish the year strong—you’ll also walk into 2025 with confidence, clarity, and a healthier pipeline.
So, What’s Next?
If you’re reading this and thinking, “Yes, I want to use this money wisely, but I don’t have time to figure it all out,” you’re not alone. Most sales leaders feel the same way. The good news? You don’t have to do it alone.
That’s where I can help. Let’s jump on a quick discovery call to see what a tailored program could look like for your team. No pressure—just a conversation to make sure you don’t let valuable dollars go to waste.
You worked hard for this budget. Let’s make sure it works hard for you.
Take care, Tati.
