If you’re a sales supervisor, it’s very important you monitor closely the sales motivation level of each of your salespeople over the next couple of months. Plan now on increasing your level of contact with your people and be more aggressive with your questions, challenging your salespeople as to they’re status with various accounts. The reason you need to keep your level of contact up is it’s very easy for salespeople at the first hint of the holidays to start shutting down and trying to put things off until January. Salespeople do this as a mechanism to protect their level of sales motivation, but the only thing they’re doing is rationalizing why they can’t close a sale. As a sales supervisor and sales leader, you owe it to your salespeople to help them keep their level of sales motivation high. It is in everyone’s best interest to close more sales and finish the year strong.