Real Secrets of the Top 20%

5 Ways to Have a Great 4th Quarter For those of you who have been through training with me, or have purchased any of my training material, you know that I am BIG on preparation.  I still maintain that the Top 20% are infinitely more prepared than the bottom 80% who are, for the most part, ad-libbing their way through their sales presentations and careers.  And it is this preparation that especially shows through during the 4th quarter.  Top 20% producers look forward to the 4th quarter, because they know they are going to reap the benefits of the first part of the year, and they're going to use their skills to finish the year strong. The bottom 80% are worried and are wondering how far off of their overall goal they are going to be.  One of the things you can begin doing right now to prepare to have a great 4th quarter is read and apply the ideas in this article.  Use it as a check list to compare what you're doing - and what you're not doing - and then adjust your activities to co