Alright, let’s get real.
Q4 isn’t coming, it’s already here. And if you’re still “getting organized” or “re-evaluating your list,” you’re gonna look up in November and realize the quarter’s gone. Now is not the time to scramble. It's time to sharpen.
Here’s the mindset every rep and every manager should have right now: ruthless prioritization, focus, and absolute confidence.
You don’t need 2,000 accounts. You need 200 good ones. Let’s break it down:
For reps: Be a laser
Your job isn’t to hit every account, it’s to hit the right ones, hard.
- You should have a small, high-potential book of accounts. Not a landfill.
- Don’t waste time disqualifying. If it’s in your book, it’s already been vetted. Work it or return it.
- If an account’s been sitting for 60 days untouched? That’s not pipeline. That’s clutter.
- Touch it, move it, or lose it. No one cares how many accounts you “own.” This is Q4. Nobody gets bonus points for hoarding.
Instead of shotgunning emails, get surgical. Multithread. Personalize. Show you know their business better than they do.
For managers: Be a coach, not a babysitter
Your job isn’t to check dashboards. It’s to keep your team sharp.
- You should know what percent of each rep’s book is actually being worked.
- You should know how many accounts are sitting untouched.
- If a rep hasn’t returned an account in a month, they’re either a genius or asleep at the wheel.
- Use the rep/manager view to coach smarter. Get under the hood. See who’s working what, and how hard.
This isn’t about micromanaging, it’s about market coverage. If you’re not making decisions based on real-time account engagement, you’re guessing. And Q4 is not the time to guess.
Building Q4 confidence looks like this
Back when I was a rep, I did what most of us did, blasted through massive account lists, hoping something would land. No prioritization, no segmentation, just noise. Later, as a manager, I inherited teams doing the same thing. Reps had thousands of accounts in their name, most of which they didn’t even realize they had. I had no clean line of sight into who was working what, and pipeline reviews were basically vibe checks and spreadsheets.
Looking back, we weren’t doing anything wrong, we just didn’t have a system. And that’s exactly what the new rep view and manager view changes. It gives both sides clarity. Reps finally get smaller, cleaner books, focused only on high-potential accounts. No more wasting time figuring out what to work. Managers get real-time visibility into activity and account coverage. Who’s touching what, who’s not, and where the gaps are.
That’s what real Q4 confidence looks like:
- A focused book with only high-potential accounts
- Regular account refreshes, bad fits out, good fits in
- Visibility into what’s being worked and what’s being ignored
- Manager-rep alignment around what success looks like
- Coaching rooted in data, not guesswork
TL:DR: Do less, better
This Q4, stop chasing. Start closing.
Reps: Own your book. Work it with purpose.
Managers: Coach to the data. Enforce accountability.
Everyone: Trust the system. Return what’s not working. Double down on what is.
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