Why Sales Teams Can’t Afford to Coast Through the Holidays, According to Jeb Blount

In a recent LinkedIn post, sales expert Jeb Blount addresses a critical challenge facing sales teams as the year winds down: the temptation to ease up during the holiday season. Blount argues that such a slowdown can have severe repercussions in the new year, emphasizing the proactive role leaders must play.

Blount highlights the immediate impact of holiday complacency, stating:

“If your team wants to coast and take December off, you’re going to have a really bad January and February.”

This stark warning underscores a fundamental principle in sales performance: consistent effort yields future rewards. Blount, drawing on his extensive experience, explains that the work invested today directly influences outcomes down the line.

The Perilous Pitfall of Holiday Slacking

The period between Thanksgiving and New Year’s is often viewed as a time for winding down. However, Blount cautions that for sales professionals, this can be the most dangerous time of the year. He points out that this is precisely when vigilance and continued effort are most crucial.

In his post, Blount references a discussion with Kyle Begbie, a Regional Sales Director at Fuse HR Solutions, on an episode of ‘Ask Jeb.’ This conversation, he implies, delved deeper into strategies for navigating this challenging period.

Leadership’s Role in Sustaining Momentum

According to Jeb Blount, the onus is on sales leaders to ensure their teams remain focused and productive, even as external factors encourage a more relaxed approach. He stresses that leadership is not just about setting targets but about fostering a sustained culture of performance.

Blount articulates this leadership responsibility clearly:

“As a leader, it is your job to keep your team on the right track.”

He further elaborates on the long-term benefits of maintaining this focus, explaining the payoff for sustained effort:

“The work you motivate them to do in any 30-day period pays off over the next 90 days.”

This perspective frames sales not as a series of isolated monthly sprints but as a continuous, interconnected process where actions taken in one quarter significantly influence subsequent quarters. By resisting the urge to coast, sales teams can build a strong foundation for success in the critical early months of the following year, avoiding the ‘really bad January and February’ that Blount warns against.