As we turn the corner from summer into fall, I’ve been reflecting on how I need to shift gears and help my team do the same. The summer months always have a different rhythm. Vacations, lighter schedules, and a slower pace in some industries can make it easier to lose momentum. But Q4 doesn’t wait for anyone. It’s often the most critical stretch of the year, especially with the holiday season looming and annual targets staring us in the face.
Over the last few weeks, I’ve been thinking hard about how to re-energize both myself and my team so we enter Q4 sharp, focused, and motivated. I wanted to share a few things that are working for us, because I know a lot of you are probably wrestling with the same challenge: how do we leave the slower pace of Q3 behind and push into Q4 with urgency and purpose?
1. Reset the Mindset
The first step has been acknowledging the shift. Summer had its time, and we can’t cling to the lighter energy if we expect to finish the year strong. I’ve been carving out time for reflection and goal-setting, both individually and with my team. We’ve looked back at what worked in Q3, what didn’t, and what lessons we can carry into Q4. This reset helps clear out the cobwebs and gets everyone focused on what’s next instead of what’s behind.
2. Rebuild the Routine
Structure creates momentum. For me, that means recommitting to the habits that keep me sharp: consistent morning workouts, blocking time on my calendar for deep work, and setting clear priorities each week. For the team, it’s about making sure we’re all aligned around our cadences — pipeline reviews, account strategy sessions, and customer check-ins. When everyone knows the rhythm, it’s easier to stay in sync and keep energy levels high.
3. Celebrate Wins — Big and Small
One of the easiest ways to re-energize a team is by recognizing progress. It doesn’t always have to be about the biggest deal closed or the largest logo landed. Sometimes it’s about acknowledging persistence, creativity, or even a small breakthrough with a challenging prospect. We’ve made it a point in our team meetings to highlight these moments, and it has made a noticeable difference in morale.
4. Bring Purpose to Every Call
I’ve talked about this before, but it’s worth repeating: nothing drains energy like wasted time. We’re making it a non-negotiable that every customer call and every internal meeting has a clear purpose. If we’re not moving the ball forward, we’re not doing our jobs. Purpose brings clarity, and clarity brings energy.
5. Lean Into Each Other
The holiday push can feel like a grind, but it doesn’t have to feel lonely. I’ve been encouraging my team to share what’s working, to collaborate more closely with enablement, and to lean on each other for support. Energy is contagious, and when one person is fired up, it spreads.
Q4 is like a marathon that requires you to sprint in spurts. It’s about going hard, but also pacing ourselves so we can finish strong without burning out. As leaders and as sellers, we owe it to ourselves to bring the energy, the focus, and the purpose that our customers and teams deserve.
So here’s my challenge to you: how are you re-energizing yourself and your teams as we leave summer behind? What habits or practices help you reset and get ready for the Q4 push?
