- NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
- Downloadable prospecting letters
- One killer-good intro letter only the bravest of the brave send out
- A downloadable voicemail script
- 15 on-demand video sales courses
- Archived sales content searchable by sales challenge
Complete Story
05/14/2025
A Sales Calendar Tip
Source: Bill Farquharson, May 12, 2025
It's time for a sales calendar sales tip...
I’m assuming you're watching this tip on the day it was released—Monday May 12th—and if you are, here’s what the calendar tells us. Including this week, there are 7 full selling weeks between now and the week that includes the 4th of July. I'm a big fan of breaking the year up into chunks and stopping every once in a while, to think about where we are at and then make plans.
So...
This is your last chance to affect your summer sales. This is a sprint. What is your plan? You should be establishing daily or weekly sales activity goals for new business from new customers, customer retention, and new business from existing clients. That's my first message.
My second message is to think about the week of June 30th. The 4th of July is on a Friday. Assuming you are working on the third, it's probably going to be a bit quiet. It might not be the best of selling days but that doesn't make it a waste to be in the office.
Between now and then, make a list of the things that you wish you had time for because that week might be the perfect opportunity to get to some of those tasks. For example, perhaps you would like to build your own custom GPT. Or maybe even touch Chat GPT for the first time. Maybe you need to overhaul your office or go through your filing cabinets and clean things out.
There are almost no bad ideas.
The point is to make a plan. This particular chunk of time gives you the opportunity to create finite sales activity goals and then cruise into summer sales with some momentum while at the same time “sharpening the saw,” as Stephen Covey would say.
I’ll revisit this thought later next month with some ideas for how to spend your time in the summer. For now, get planning.
The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.
2025 Wage + Benefits Survey
We need your participation! Stronger participation gives more meaningful results. More meaningful results puts you ahead of your competition.
Read MoreGMA Briefs: 15-Minute Power Sessions to Elevate Your Marketing, Sales, and Culture
GMA members now have exclusive access to Briefs—quick, high-impact virtual sessions held on the first three Thursdays of each month. Led by industry expert Kelly Mallozzi, each session delivers focused insights in under 20 minutes on timely topics designed to help you and your team grow.
Read More4 Things Employers Need to Know About the DOL’s New Approach to Independent Contractor Classification
This development will have a particular impact on manufacturers
Read MoreStop One Click from Costing Millions
One employee mistake can put your entire business at risk: 76% of all cyber attacks start as phishing attempts.
Read MoreA Virtual Reality Printing Press
In an intriguing pairing of the old and the new, students at Rochester Institute of Technology (RIT) have created a virtual reality (VR) application of the letterpress printing process.
Read More5 AI Lessons From the 6 Months of 2025
Halfway through 2025, are you where you should be—with sales and AI? Bill Farquharson shares 5 fast lessons that will get you caught up and ahead before the year ends.
Read More