The Pressure of the End-of-Month Sales Push
As a salesperson—and especially as a sales manager—I often experienced the pressure, anxiety, and excitement that comes with the final days of the month. The focus was always on one thing: hitting the “monthly number.”
How Sales Goals Drive Energy and Focus
The intensity of those emotions was directly tied to how close we were to achieving our monthly target. If sales were on track, energy was high, and we did whatever it took to reach the goal. If we had already surpassed it, the motivation spiked even higher as we aimed to maximize bonuses or commission multipliers. But when we were way off target, the energy dropped, and the mindset shifted to “next month will be better.”
Emotional Impact of the Start of a New Sales Month
At the start of a new month, emotions varied depending on how the previous month ended. After a great month, there was a drive to keep the momentum going. After a miss, the hunger to make up for lost ground and “crush it” in the new month was strong.
The Mid-Month Sales Slump and Why It Happens
But what about the middle of the month? This is where many organizations lose their edge. There’s often a lull in energy and focus. It’s not just the salespeople—it’s a culture that runs from the top down. The post-month-end push and early-month forecasting seem to drain everyone. This lull leads to the predictable scramble at the end of the month, repeating a cycle that wears down the entire team.
How to Eliminate End-of-Month Sales Chaos
However, this chaos can be eliminated, leading to better results and less burnout. Here’s how:
Track Weekly Progress to Stay on Target
At the start of each week, review where you stand in relation to your monthly goal. Take an honest look at your sales pipeline and pinpoint the opportunities that must close to meet or exceed your target.
Focus Your Sales Efforts Where It Matters
Direct your energy toward those critical opportunities. If you see a gap between where you are and where you need to be, immediately identify the best areas to prospect and fill that gap with short-term wins.
Plan Ahead to Prevent Future Sales Gaps
It’s essential to assess your sales funnel for the coming months. Know where you stand today and what you need to do to stay on track for the months ahead. Use this insight to create action plans that close business and prevent future gaps.
Achieve Consistent Sales Success with Less Stress
By regularly reviewing your progress and strategically addressing any shortfalls, you’ll not only eliminate the end-of-month scramble but also achieve consistent sales success—with less stress on you and your team.
As a professional sales coaching company, BeenThere Consulting Services is ready to assist you to grow your sales. Without sales, you have no business.
If you are ready to grow your sales, I am ready to assist you. Contact me at:
Email: Phil@BeenthereCS.com
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ABOUT PHIL WHITEBLOOM 
Phil has spent over 40 years in sales leadership, guiding teams to achieve billions in revenue for clients ranging from Fortune 500 companies to government entities, educational institutions, and more. His proven track record in building high-performing, diverse teams has earned him numerous accolades.
Send Phil an email Phil@BeenThereCS.com and let him know what sales topics you would like him to write about. How can he help you?
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You Must Write a Book
You Must Write a Book
Many of you have told me that you are thinking about writing a book. Some of you are in the process of writing. The questions I have for you are, “What do you want your book to do? How will you measure the success of your book?” If the answers to those questions are important to you, then you must learn from an expert, highly accomplished author, entrepreneur, and coach. My friend and mentor, Honorée Corder is that person. The first step is purchasing her series of books, and when you are ready, her courses. I have done this myself. I don’t know how I could have done it without them. Here are the links: YOU MUST WRITE A BOOK
BeenThere Consulting Services, LLC
BeenThere Consulting Services is a sales coaching company. Coaching is more than training. We work with your specific sales needs in real-time. We address what is impacting your business now, while creating enhanced processes and developing skills for future success. Our promise is that you will have actionable take-a-ways after each meeting, which will increase your sales and benefit your business overall.
No one program fits every need. We offer a variety of options to meet the needs of those who want to improve their sales.
One-to-one coaching: Custom programs designed to meet client’s needs.
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