I'm guilty of it from time to time, and I'd bet money that you are too...mentally "checking out" on Friday afternoons. Sure, it would be great to be at happy hour, or with your family, or whatever it is you look forward to when starting your weekend instead of finishing up those last couple of hours at work, but staying focused at the end of the week can make a difference in your paycheck.

I've seen it a million times...a salesperson is an hour or two from wrapping up their day and watching the seconds tick by on the clock. What they're not seeing, or sometimes even downright ignoring, are customers. Not just customers that show up on the lot, but customers in your CRM system, Rolodex, or whatever it is that you keep customer info stored in. If you're sitting at a desk for your last hour at the dealership and checking out Facebook, reading news articles, or doing other "non-work" activities to just get the day finished, you're shooting yourself in the foot. How many calls to past customers could you make in an hour? All you need is one good call every Friday and you're potentially talking another 50+ units sold throughout the course of the year. Could you use that extra commission?

Sure, salespeople can survive by cherry picking those ups who fall into their lap, but you can EXCEL by being proactive and "running through the finish line", not just trying to get to it. Happy Friday, and happy selling!