Your Fourth Quarter Run. Are You on Track for a Year of Sales Success?
By Michael J Griffin
Review how you will have a powerful fourth Q sprint to end with a successful 2025.
For some of my clients this may also be a “half year check-up” for those on an April to March financial year.
Sales managers: Use these questions as a one on one coaching with each of your salespeople!
6-minute read
As you read and answer, take notes on what you will do differently in the second half have a more meaningful, successful second half.
Review Your Sales Achievements & Progress
What sales accomplishments are you most proud of so far this year 2025?
Which deals or client relationships brought you the most satisfaction or growth?
What new skills, techniques, or habits have you developed so far this year?
How is AI helping or confusing you in your sales journey?
Learning from Your Sales Challenges
Which of your prospecting activities generated the highest quality leads, and which were time-wasters?
What obstacles or setbacks did you face, and how did you respond to them?
Which deals didn’t close as planned, and what can you learn from those experiences?
What patterns do you notice in your most successful deals versus the ones that didn't close?
Are there any recurring challenges or objections you want to get better at overcoming?
How is your Sales Emotional Intelligence when communicating with different customer or buying committee personalities?
What constructive feedback have you received from clients or colleagues, and how have you acted on it?
What's one area where you know you're still leaving money on the table due to a skill or product knowledge gap?
How honest and transparent are you in sharing your sales numbers, pipeline and challenges with your sales manager or CRM input?
Your Self-Reflection & Growth
How have you grown personally and professionally since the start of the year?
What motivates you most in your sales role, and has that changed this year?
How have you managed your time, energy, and stress? What could you improve?
What daily habits or routines have helped you consistently perform at your best?
How does your personal health, diet, exercise or sleep nurture and support or hinder your ability to maintain high energy and drive?
Does your ego, pride, or insecurity hinder your sales and relationships either with clients or your manager?
Looking Forward in the Second Half: Motivation & Action
What is your biggest goal to ensure a very successful sales year?
What would have to happen in this last Q (or second half) for you to look back on 2025 (or 2025-26) as your best year ever?
Which relationships (prospects, customers, or internal team members) deserve more of your attention in the coming months?
Which market segment or customer type should you spend more time pursuing/prospecting based on your results so far this year?
What's one personal habit you need to eliminate because it's not serving your success?
Does your current sales career give you meaning and satisfaction? Or do you need to change jobs?
Do you have a personal learning plan with specific actions or changes will help you achieve even better sales career? Have you shared it with your supervisor?
How can your sales manager support you to achieve your second half of sales success? Can you discuss this with him/her?
Is your sales manager supportive and mentoring you in sales success? If not, is he/she a jerk and time to look for a new job?
What new sales strategies, tools, or training would you like to sign up for in the coming months?
What can you do to maintain/improve your sales motivation, persistence and resilience through the rest of the year?
Do you take off days to reflect/recharge? Are you taking your holiday time?
Is your family life as a spouse and parent suffering because of your sales job?
What does a truly fulfilling and successful year look like for you—and what’s one bold step you can take now to make it happen before the end of the year?
May these questions, your reflections, and your actions you decide to take from October onwards lead you to your most successful sales year and one you can be proud of!
Michael J Griffin
CEO & Founder ELAvate
Global Sales Productivity Consultant
michael.griffin@elavateglobal.com
+65-91194008 (WhatsApp)