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How to Change from Being a Slow Starter?

I'm a notorious slow starter in Q1 (the Q1 that starts with FY starting in January). My sales tend to pick up much more later in the year. Is it because I close more deals in December than any other month and keepo blowing out my pipeline? Am I'm pushing too hard on prospects to sign-up with year end incentives that are then turned off once we turn the page to the following year? Is it both?


My activity for Q1 typically sets up a solid Q2 and gets me rolling into Q3. It's a Q1 problem I've had almost every year. How do you get off to a better start?


0
AlphaKing
Account Executive
I think one thing you've touched on is certainly the lack of pipeline going into Q1 as a result of a strong December. We're 9 months away now but ensure you keep prospecting and building your pipe while Q4 is happening.
Stringer
Arsonist
+8
SDR
If you have a quarterly quota or monthly, yes, major issues.ย 

If it's a yearly quota (I've had it for 3-years), Q1 and Q2 don't matter. Q1 and Q2 are awareness, relationships, get in the door. Q3 close the low-hanging fruit. Q4 close the big deals in Nov and Dec. Come next year, start over again, awareness, relationships etc...ย 

If it's monthly or quarterly, it comes down to prospecting. You've likely slowed prospecting in Q3 and Q4 because deals are taking more time, it's a major holiday season and you have less time to prospect. Pipeline solves all problems.
6
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