For salespeople, every year is a new chance to grow and make an impact — so why not end each year with a bang?
As December rolls around, salespeople strive to close out the year with enthusiasm by leaning on effective processes and unwavering support from their peers and leaders.
This is certainly the case at Immersive Labs, where Named Account Manager Jack Clay and his teammates embrace a “never lose alone” mentality to stay energized as the year closes. He explained that by asking for help from leaders on various tasks — such as joining calls — he and fellow salespeople ensure they hit their targets for the year.
“Immersive’s leadership team takes a ‘lead by example’ approach, especially during crunch time in the fourth quarter,” Clay said.
At Lusha, SMB Account Executive Sarah Bagge rounds out the year with a multitude of assignments, whether that’s revisiting “closed-lost” opportunities or reaching out to prospects with product updates. According to her, direct managers make it easier to conquer the end-of-year push by providing personalized support, while the company’s revenue operations team does its part to identify easily accessible sales opportunities.
“It’s all about working together with renewed focus and making the most of every opportunity to finish the year on a high,” Bagge said.
At both Immersive Labs and Lusha, there’s plenty of celebrating to be had for those who hit their quotas as well. Whether they’re banging the office gong to ring in a closed deal or earning rewards for their hard work, high-performing salespeople at both companies get the recognition they deserve.
Read on to see what else Clay and Bagge had to say about staying motivated as the year closes and how their teams celebrate those who go the extra mile.
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How does your sales team approach the end of the year to ensure targets are met? What strategies are most effective during this period?
Every leader across the business, not just within sales, is ready to lend a helping hand, whether that be joining calls, strategizing on creative packages or helping with licensing agreements. We’ve put processes in place to hold ourselves accountable, staying laser-focused on achieving positive customer outcomes. With a “never lose alone” mentality, the whole team is energized and set up for success.
How does Immersive Labs support and motivate employees to maintain high performance throughout the year, including during traditionally slower months?
Immersive cultivates a motivating culture in numerous ways, including fostering a supportive, team-oriented environment. Additionally, spiffs are available in Q4 to keep everyone focused on supporting customers, which also incentivize the team to go the extra mile to earn some holiday gift money. Our leadership also realizes that the quickest way for salespeople to lose focus and momentum is through unnecessary processes and blockers. By removing roadblocks, our leadership gives us the flexibility to truly own our book of business.
“By removing roadblocks, our leadership gives us the flexibility to truly own our book of business.”
What sort of celebrations does your team have for salespeople who hit their quotas?
Immersive does a great job recognizing over-achievers by handing out awards and recognition at our in-person revenue kickoff in January. Last year, we sent a dozen reps to Portugal for being in the President’s Club. I can’t wait to see where we’ll go next year!
Lusha’s sales intelligence platform enables organizations to access the data and buyer insights needed to reach their ideal customers.
How does your sales team approach the end of the year to ensure targets are met? What strategies are most effective during this period?
As we head into the final quarter of the year, our team really puts all hands on deck. We start by focusing on building up our pipelines in Q3 so that we’re ready for a strong and smooth Q4. We’re making more calls and reaching out to prospects with product updates and improvements, while also trying to reconnect with anyone we may have lost touch with earlier in the year. We also take the time to revisit those “closed-lost” opportunities, seeing if there’s a chance to reignite things. On top of that, we’ve got nurture cadences in place to keep relationships warm and top of mind.
How does Lusha support and motivate employees to maintain high performance throughout the year, including during traditionally slower months?
Lusha places a strong emphasis on providing tailored support to each individual employee, ensuring they have the resources and guidance needed to perform at their best throughout the year. Direct management plays a crucial role, offering personalized coaching and encouragement to help team members navigate challenges and seize opportunities. Additionally, our revenue operations team works diligently to identify and supply lower-hanging-fruit leads, ensuring that employees have access to opportunities that can be converted more efficiently, especially during slower months.
“Direct management plays a crucial role, offering personalized coaching and encouragement to help team members navigate challenges and seize opportunities.”
How does your team celebrate its people, including those who hit their quotas?
Month by month, we end things off with a team lunch to reflect on our wins and create some buzz for the end of month push. Every other Thursday, we gather for happy hours. Once a month, during our all-hands meetings in Boston, we give special shout-outs to those who’ve hit their quotas, recognizing their hard work. And, of course, whenever a deal is closed, the salesperson gets to ring the office gong.
