ATD Blog

Sales Moves by Jeffrey Gitomer: Re-think your holiday game plan and name plan

Thursday, December 29, 2011

Its beginning to look a lot like, Chris ah, er

Its holiday time.

When I was growing up, they called it Christmas. Now, in order to offend no one, they call it nothing. Sad.

So, its shopping time, party time, vacation time, family time, gift giving time, bonus time, travel time, football time, basketball time, TV time, and now Facebook posting time. BUT ACCORDING TO LAWYERS AND HR DEPARTMENTS, ITS NOT CHRISTMAS!

Easy to understand where bah, humbug! came from.

With all of that, and the economy, and politics, and world unrest its time to sell, and celebrate.

What will you be doing? How will you be selling? How will you be celebrating? How will you be getting ready for next year? Or are you just making your list and checking it twice?

The holiday season is an emotional one. Time to reflect, time to remember, time to review, and time to reconsider what youve done in the past, so you can resolve what to do in the future.

Many plans and goals are made during the holiday season some of them are even kept and achieved. Most, unfortunately, are not. Reason? Goals and plans made in the heat and the emotion of the moment are often not realistic.

Im writing about this so you might take more time and put more realism into your next years list of proposed achievements.

My planning and goal setting has always had the luck of the calendar. I start thinking and writing about the next year during December and January and decide what I will document as my goals on my birthday, February 11th. By then, the emotion of the moment has calmed and I am able to set them, having had a month to think about them.


But lets get back to today and the holiday season. Santa (can I say that?) and sugar plums and holiday trees (what an insult to tradition). Hey, lets go out and build a snowperson. Just kidding.

Heres what you need to be doing this holiday season. These are my personal recommendations for maximum holiday enjoyment, both in business and with family:

Do not use auto-reply telling people your out of the office for the holidays. Either respond, or let them sit until you return. If I send you an email, I dont really care where you are or what you are doing.

Send cards that are saved. Go to Ace of Sales ( and send email holiday cardsthat rock. Thank your customers. Dont just wish them well.

Change impersonal to personal. I want a card signed by people, not a printed corporate name at the bottom.

Spend as much time as you can playing with kids. They relax you and bring you back to a less stressful time. They also tell you whats next. Remember a few years ago when they were texting and you werent? Ask them whats new. Then start doing it as soon as you can.

Get together with the people closest to you and tell them how grateful you are that theyre in your life. Trade some memories. Tell them you love them. Offer some new ideas.

Stay positive. Stay sober. And stay focused on family, not just football.


Make peace with at least one person. Theres someone youll see during the season thats not your favorite. Talk it out and make it a better relationship. Youll feel great.

Be your own Santa Claus. Make a list of gifts to buy, and put yourself at the TOP. Buy yourself something nice. Something you really want. Celebrate your past year and set the tone for next year.

Select a local childrens charity and give them some books. As long as were talking Santa, be a real one.

Select a local childrens hospital and visit with small gifts. Youll feel way better than the children you visited. (And they will feel great!)

And as much as I want to keep work out of this writing, I cannot. Many people will be working, and this is an excellent time to set meetings, have meetings, make sales, and solidify relationships.

Its the season, baby. Let it snow.

Go out and work in it.

Go out and play in it.

Jeffrey Gitomer is the author of The Sales Bible, CustomerSatisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website,, will lead you to more information about training and seminars, or email himpersonally: [email protected]

2011 All Rights Reserved - Dont even think about reproducing this document without written permission from Jeffrey H. Gitomer and Buy Gitomer . 704/333-1112

About the Author

Mike was ASTD’s Sales Enablement Community of Practice Manager. In this role he oversaw the development of resources, content, and solutions that help sales organizations become world-class. Prior to joining ASTD, Mike enjoyed a successful 15 year sales career with roles such as sales manager, sales operations director, and sales effectiveness program manager. Mike has coached and mentored many sales professionals, and developed and implemented industry leading sales improvement initiatives. Mike received a Bachelor of Science in Business Management degree from Virginia Tech and an MBA from Shenandoah University where he graduated with honors. Formerly the president of Shenandoah’s Business Alumni Club, Mike currently serves as 2nd VP on their Alumni Board of Directors.

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