For most people, the time before a break or an ‘industry shutdown’ is a great excuse to take their foot off the pedal. For top performers, it’s the signal to refocus.
Quiet periods, like the time before holidays or the final quarter of the year, are opportunities that few fully capitalise on. It’s when small bursts of effort create disproportionate impact — and where consistency matters more than intensity.
Think of this as your Sprint Playbook: 12 sharp, actionable ideas to close the year with momentum and enter January already ahead of the pack.
You can use it as a guide, a reminder, or a challenge. Just don’t coast.
- 1. Set your Finish Line Vague goals don’t move the needle. Be specific about what you want to achieve by Christmas — revenue, deals closed, or client conversations. Clarity creates direction, and direction drives energy.
Try this: write down one to three measurable goals this week. The clearer your targets, the sharper your focus.
- 2. Focus on the 80% Top performers don’t reinvent themselves in the sprint. They double down on the 80% of activities that drive 100% of their results: prospecting, follow-ups, referrals, client conversations, and pipeline health. The rest is noise.
Try this: circle your top three impact activities and protect them fiercely.
- 3. Give your Pipeline a Reality Check Be honest: which deals can truly close before year-end? Prioritise those and move everything else into early 2026. That’s not defeat, it’s focus. This shift frees up energy to land real wins rather than chase long shots.
Try this: re-forecast your pipeline and cut what won’t convert in time.
- 4. Win Through Follow-Up Deals stall at year-end because buyers are distracted. The edge goes to those who follow up fast and consistently. It’s not pushy — it’s professional persistence that keeps you front of mind.
Try this: block 20 minutes a day for follow-up. Treat it as non-negotiable.
- 5. Sharpen One Skill Choose a single sales skill and make it your focus for the final stretch — objection handling, discovery questioning, or negotiation. Improving one thing by 1% each day compounds fast.
Try this: dedicate 10 minutes daily to deliberate practice on that skill.
- 6. Master your Calendar December evaporates quickly. If it’s not scheduled, it probably won’t happen. Time-blocking is how you protect what matters. Don’t wait for space to appear — create it.
Try this: schedule fixed blocks for prospecting, pipeline reviews, and client meetings. Guard them like appointments with your future self.
- 7. Ask for Referrals Referrals in December are gold. Clients are reflective, thinking about the year gone and the year ahead. It’s the perfect time to ask, “Who else should I be speaking with next year?”
Try this: ask three clients for introductions this week. One warm lead now can become your first close in January.
- 8. Reframe the Holiday Objection “Let’s talk after Christmas” is the classic stall. Reframe it: “Perfect. When are you back? Let’s lock in a time now so you can hit the ground running in January.” It turns a delay into an early pipeline advantage.
Try this: secure January meetings now, while calendars are still open.
- 9. Build Micro-momentum Big goals can feel distant. Break them into smaller, executable actions with short deadlines. Small wins fuel motivation and keep momentum alive.
Try this: take one big year-end goal and divide it into three mini-milestones this week.
- 10. Lead with Transparency As budgets tighten, clients scrutinise value. Honesty about fees, timelines, and delivery builds credibility and trust — the currency of every close.
Try this: review your messaging. Is it clear, accurate, and free of fluff?
- 11. Celebrate Small Wins Momentum doesn’t come from perfection, it comes from progress. Acknowledging quick wins boosts morale, sharpens focus, and reinforces the behaviours that get results.
Try this: call out one small win each week, either with your team or directly with clients.
- 12. Start 2026 Early January success is built in November and December. Get ahead now: set meetings, map your Q1 pipeline, and secure early commitments while everyone else is winding down.
Try this: book three client conversations for January before Christmas break.
The sprint is on
The next 10 weeks are a choice: wind down, or level up. Each play is simple, but applied with discipline, they compound into something powerful — momentum that carries straight through the break. We’ll be unpacking each of these plays on LinkedIn in the lead-up to Christmas. Follow along for weekly breakdowns, or get in touch if you’d like to help your team finish the year strong and start the next one already ahead.
Get in touch with us today to develop your sales leader learning pathway, designed to empower your people to lead with confidence.
