December 10, 2002 -- Thanksgiving is late this year, meaning that Christmas and New Year’s will sneak up on us and the year will be over like that (imagine me snapping my fingers right here). Looking ahead on the calendar that means there are only three complete—and therefore meaningful—selling weeks left. Then comes two weeks of Wednesday-laden holidays and BAM! (now I am slamming my hand on the desk for effect) it’s January 6, the first business day of the year. If you are like me you are looking at your calendar and wondering how best to keep the sales momentum going while getting the prerequisite rest and holiday cheer. The three weeks in December are easy to plan: - Step one: Sell - Step two: Sell - Step three: Sell But what is the best use of those last two weeks of the year. Here are some ideas: - Do a technology review: consider your PDA, computer, cell phone and anything else you consider vital to your efficiency level and find out what more you could be doing. Call Verizon (insert your cell provider here) and pepper the customer service or tech geek with questions like, "This is what I do. How can you help me to do it better?" and see what they come up with. - Learn your software systems: I’d bet you benefit from only a fraction of what your software programs (ACT!, Goldmine, Palm, Filemaker, etc.) are capable of contributing to your working life. Get out a manual, get on their web site, call them, do whatever you need to in order to learn what you are missing. - Develop a prospecting list: Take the time to think ahead and develop a pool of prospects to call on. Do it now while it is quiet. You might even want to ready the prospecting letters (want help? I have some killer letters to share with you!). - Get a plan, Stan: Think about where you want to be in six months. Write down every aspect of your business and personal life. Then, think about what you need to do in order to make that happen. Remember, we don’t plan to fail, we just forget to do it because we are too freakin’ busy! - Do something a grown up would do: Sit down with your boss and tell him/her how best to manage you. Finish the sentence, "Let me tell you how to get the most out of me this coming year…." Ask your subordinates what they need to do in order to excel in 2003. - Oh, yeah, call your customers and wish them happy holidays, blah, blah, blah. As for me, I will be doing all of the above (actually, I have already started). In addition, I am repainting the inside of my house one room at a time. It is therapy for a guy who spends six hours a day on the phone. Then I will be in Vermont skiing and enjoying Cynthia, Kati, Emma and Madeline and wondering what I did to deserve three daughters in various stages of emotional development.