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End Game

The year's almost over, but it's no time to let your guard down. What can you do to keep sales from going into hibernation?

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This story appears in the December 2003 issue of Entrepreneur. Subscribe »

As a sales manager, there are worse experiences than enduring a ceaseless loop of "O Tannenbaum" as you navigate the aisles of your neighborhood big-box store in search of holiday booty. You could discover your sales force has decided that the stretch between Thanksgiving and New Year's is a poor time to close new deals.

But December need not be a listless sales month. As Marty Clarke, owner of Martin Production, a sales consulting and training company in Raleigh, North Carolina, explains, "Sales don't go dormant (during the holidays)-but poorly run sales teams might."

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