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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?

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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