December often gets a bad rap in sales. Many assume it’s a “dead month” and push deals into January. But here’s the truth: December can be a goldmine for proactive salespeople. While others slow down, you can use this time to build momentum, strengthen relationships, and set yourself up for a stellar start to the new year.
Here are 10 practical ways to finish strong and start 2026 with confidence:
- Shift Your Mindset
Success in sales starts with mindset. Stop telling yourself “everyone’s on holiday” or “it’s too late in the year.” There are four full weeks in December—don’t waste them. Decision-makers are often more available now than any other time.
- Capitalise on Open Calendars
As meetings and daily tasks slow down, executives have more bandwidth for strategic conversations. Use this window to book calls and plant seeds for the new year.
- Reach the Unreachable
Gatekeepers take time off, but CEOs and senior leaders often stay in the office. This could be your chance to connect with someone you’ve been chasing all year.
- Help Clients Use Remaining Budget
Many companies have “use it or lose it” budgets. Offer solutions they can invoice now for delivery next year. It’s a win-win.
- Add Value, Don’t Just Sell
Send insightful articles, industry updates, or helpful resources. Position yourself as a trusted advisor, not just a salesperson.
6. Ask for Referrals
Your happy clients can be your best advocates. Ask them to introduce you to their network – it’s one of the fastest ways to open new doors.
- Upsell to Existing Clients
Review your current accounts. Are there complementary products or services they could benefit from? December is perfect for these conversations.
- Share What’s Coming in 2026
Show clients you’re ahead of the curve. Share upcoming product launches or trends that will impact their business next year.
- Reflect and Reset
Take time to review your year:
- What worked well?
- Where did you fall short?
- What lessons will you carry into 2026? This reflection will help you start the new year with clarity and purpose.
- Build Your Prospect List
Identify 10 companies you want to work with next year and start outreach now. December is for sowing seeds that will grow in January.
Bottom line: December isn’t a month to rest – it’s a month to sow. While others slow down, you can stand out. Be intentional, stay proactive, and use this time to create momentum that carries.
