How the Grinch Stole Your Q1

Here’s what’s actually happening right now: Your best candidates—the ones currently crushing quota—are having quiet conversations. They’re taking calls from recruiters. They’re exploring what’s out there during the holidays because they’re NOT buried in Q1 chaos yet. They may be waiting to get their end of the year commissions and/or bonus, BUT, they are most definitely ready to secure something for immediately after the pay out – that they EARNED by the way.

You know when they’re NOT taking calls? January through March, when they’re laser-focused on their own Q1 numbers.

A Tale of Two Companies

Let me paint you a picture.

Company A decides in early November: “Let’s pause hiring until after the New Year.”

Company B says: “We have critical roles to fill. Let’s keep moving.”

An elite sales candidate—currently at 165% of quota with enterprise software experience—reaches out to me in mid-November. She’s quietly exploring her options before Q1 hits.

Company B interviews her the week before Thanksgiving. They move efficiently. By mid-December, they’ve made an offer. She accepts, gives notice after the holidays, and starts January 15th. She’s fully ramped and closing deals by end of Q1.

Company A? They reach out in January, asking if I have anyone like her. I do! Except… she just accepted Company B’s offer. And now all the other top performers are heads-down in their Q1 push and aren’t taking calls.

Company A ends up hiring someone in March who starts April 1st.

Company B just lapped Company A by six months.

The REAL Holiday Hiring Advantage

Less Competition

While your competitors are postponing decisions, you’re moving. Candidates have fewer companies vying for their attention right now.

Top Performers Are Available

The best salespeople use the holiday slowdown strategically. They’re thinking about next year. They’re open to conversations. Come January? They’re in full hunter mode. Good luck getting them on the phone.

You Actually Start Q1 With a Full Team

If you hire in December, your new reps start in January, ramp in Q1, and contribute to Q2 numbers. Wait until January to START hiring? You’re looking at April start dates. Kiss Q2 goodbye.

“But It’s SO HARD During the Holidays!”

I hear you. Yes, it requires flexibility.

But here’s my question: Would you rather be slightly inconvenienced by holiday scheduling, or start Q1 down three sales reps?

Make it easy:

• Offer flexible interview times
• Be willing to do virtual
• Condense your process
• Make decisions FASTER

And here’s a secret: candidates who WON’T make time during the holidays probably weren’t that serious anyway.

The Real Cost of Waiting

Let’s do quick math:

Average software sales rep quota: $1.5M Average ramp time: 3-6+ months
Open roles you’re not filling: 3

Hire in December, start in January:

• Likely productive by April
• Full-year impact: significant

Wait until January to START hiring:

• Hire in February/March
• Start in March/April
• Productive by June/July or beyond
• Q1 and Q2: basically a wash

You just lost 6 months of productivity across three reps.

That’s lost revenue, lost market share, and lost momentum. All because you didn’t want to interview during the holidays.

My Challenge to You

I dare you to be the company that DOESN’T pause hiring this year.

I dare you to start Q1 with a fully-staffed commercial team.

While your competitors are making excuses, you could be building the team that dominates 2026.

The best candidates are reachable right now. In January, they won’t be.

So what’s it going to be? Are you going to let the Grinch steal your Q1, or are you going to do something about it?

We have the capacity to take on a few new clients right now. If you’re ready to fill those critical sales roles before January, let’s talk.