The Golden Rule for achieving the sales forecast is: make the 1st month of the year.* Make the month and you will make the first quarter. Make the first quarter and your opportunity to make the second quarter increases dramatically. Make the 2nd quarter and the momentum taking you into the 3rd quarter is almost unstoppable. Make the 1st, 2nd and 3rd quarters and you will virtually coast into the 4th quarter.
Which coincidently, sets you up for the first quarter of your new year. Nice the way this happens.
The key drivers in making Q1 is to continue marketing lead generation in Q4. Also, skip hurrah sales meetings, a big trip and other time wasters in Q1. Let your competitors get a slow start in the first month of the year as they go on their celebratory sales trip and have lengthy sales meetings with golf and barbecues while you are pounding sales harder than anyone else in the first month and first quarter. Let's consider this: they take a week off and you gain a week on them in the most crucial month of the year; that's getting a 25% head-start.
Once you make Q1 you'll have time for the hoorah, team building, back-slapping times.
*Obermayer, Sales & Marketing 365, #2, page 12 of 365 Tips to make more money all year long. Racom Communications