Stop Selling By The Month
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I can always tell what part of the month it is by my book sales. Want to know how? At the end of
the month, everyone is scrambling to make sales so my sales are down. At the beginning of the month, most
salespeople are surfing the web instead of working so my sales are way up.
Did you know that top producers don't work by the month, what part of the month it is, how many
days are left in the month, and so on? Top producers are so consistent in bringing in the big sales numbers that
they do because they do what needs to be done every day. They don't take it easy the first week of the month and
work overtime the last week. Every day when they wake up, today is today, and they do the same things every day.
That's why they're so successful.
When I wake up, today is today. I don't care what part of the month it is. Realize that, without
consistency, you will not be successful even if you are the greatest salesperson in the world! Concentrating on
selling by the month destroys consistency. It automatically puts salespeople into a mindset of relaxing at the
beginning of the month and working extra hard at the end of the month. Guess what? That mindset doesn't work. It
isn't the mindset of a champion and it isn't how the most successful sales professionals operate.
If you're a sales manager and you always remind your team how many selling days are left in the
month, you're guilty too. In fact, when I was a rookie and still stuck in the selling-by-the-month mindset, I had
my managers to blame for it. Managers too need to realize that today is today, and consistency is key. You too will
realize more success if you stop worrying about the month and start focusing on today. Your team will pick up on
this and they'll do the same.
Stop thinking about the month. Realize that today is today, and do today - and every other day -
what you need to do to be successful. Do that and soon you'll be a top producer yourself.
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About The Author
Frank Rumbauskas, the New York Times best-selling author who
revolutionized selling, has taught tens of thousands of salespeople and small business owners how
to stop cold calling forever! For 10 free chapters of Frank's breakthrough book,
please visit www.nevercoldcall.com.
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Readers' Comments 
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"I agree with the author. Salesperson has to be aware
of his sales target on a daily basis and not by month. Only with consistency, planning and hard work
can he achieve success in sales."
John Smith
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