I've recently been coaching a sales team, in the absence of their sales manager while she is having a well-deserved break, and the common questions the sales team ask me to be coached on are;

• “How do I get that next meeting with a prospect? When do I ask? What do I say?”
• “How do I get my proposal signed before Christmas?”
• “How do I reach my quarter sales quota?”

These aren’t signs of a underperforming team. They’re signs of a team that’s eager, motivated, and craving for clarity.

And here’s the truth every salesperson needs to hear:

• Progress doesn’t happen accidentally. You must ask for it.
• Deals don’t close before Christmas unless the next step is locked in now.
• Quota is reached through momentum, not miracles.

Sales leadership isn’t always about big strategy.

Sometimes it’s about reminding the team to do the basics brilliantly:

• Ask for the next meeting during the meeting.
• Remove friction from your proposal process.
• Own your quota today, not next month.

December doesn’t close deals.

Salespeople do.

If you are looking to FIX 2026, let me know. 😊

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