The Waiting Game: A Losing Strategy

How many times have you caught yourself saying, “I’m just waiting for:

• the contract to be signed”?
• the big deal to come in “? 
• next month/quarter/year for a fresh start”? 

Or worse:

• the money to come in so I can pay off my credit card”? 
• a commission check to…(buy a house, get engaged, take the trip I’ve been putting off)”?

In life and in sales, waiting is a dangerous game. 

Trust me, I’ve been there. As a sales leader and founder, I’ve had my fair share of moments where I put things on ice, waiting for some magical future moment when everything would fall into place. 

But here’s the kicker: that moment never comes unless you make it happen.

It’s easy to fall into the trap of thinking, “Once I land that big client…” or “After I hit my quota…” or even “When I finally get that promotion…” 

But here’s the truth bomb: Your real life is happening right now.

This very moment. 

And in sales? Every day counts, not just the start of a new quarter.

Seize the Day (and the Deal)

So, how do we break free from this waiting mindset? Here are some strategies I’ve used to keep myself and my teams motivated and moving forward:

1. Set Micro-Goals: Instead of fixating on the end-of-quarter numbers, break your targets down into weekly or even daily goals. This keeps you engaged and gives you frequent wins to celebrate.
2. Embrace Continuous Improvement: Don’t wait for a fresh start to make changes. Analyze your performance regularly and make adjustments on the fly. The best salespeople are always fine-tuning their approach.
3. Create Your Own Milestones: Life doesn’t always provide clear-cut chapters. In sales and in personal growth, create your own meaningful milestones to work towards.
4. Focus on the Process, Not Just the Outcome: While hitting your numbers is important, obsessing over them can be paralyzing. Instead, focus on perfecting your sales process and your daily habits.
5. Practice Gratitude: Appreciate where you are right now. Recognizing the good in your current situation can fuel your drive to achieve even more.

The Power of Now in Sales

In the fast-paced world of sales, waiting for the next quarter to turn things around is a luxury we can’t afford. Every interaction with a client, every cold call, every follow-up email is an opportunity to move the needle.

Remember, your competitors aren’t waiting for Q1 to start hustling. They’re out there right now, talking to your potential clients, solving problems, and closing deals.

Life Lessons from the Sales Floor

The principles that make a great salesperson are the same ones that lead to a fulfilling life:

• Persistence: Keep pushing, even when you face rejection.
• Adaptability: Be ready to pivot your strategy when things aren’t working.
• Relationship Building: Invest in genuine connections, both professionally and personally.
• Continuous Learning: Stay curious and always be open to new ideas and approaches.

Your Real Life Begins Now

So, to all of you waiting for your real life to begin – or for the next sales quarter to turn things around – I say this: 

Stop waiting. Life is happening right now. Your sales success is determined by what you do today, not by some arbitrary date on the calendar.

Take that bold step. Make that daring call. Propose that innovative solution. Start that personal project. 

Your future self will thank you for not waiting.

The present moment is where the magic happens. It’s where deals are closed, relationships are forged, and personal growth occurs. Don’t let it slip away while you’re waiting for something better.

Your real life – and your best sales quarter yet – begins now. 

What are you going to do with it?