The hardest thing to do is getting your TEAM geared up for the end of the month when they are having a bad month. You have to teach them "Short Memory" on the bad things. Learn from them then forget them. What's past is past. You may be the best manager but even you, with all your wisdom and experience, can't change what happened, and you must train your salespeople to do the same thing. Finishing strong is what we always plan to do, but sometimes you have o reset the frame of mind. Sit them down and let them know they will be fine and that the management team has their best interest at heart and will do everything to help them through it because, it is in their best interest. When the "TEAM" knows you have their backs, they will step up and go the extra mile almost every time. Once you have them focused, you can expect miracles from these members of your team. If your team is winning then all that other crap just goes away. Strive to stay positive and you can make the situation better for everyone. If you harp on the negative, then you will get negative.