One of the biggest mistakes salespeople make - and management is mostly to blame for this - is working on a month-to-month basis.
You can see this in the way most sales offices are pretty laid back the first few days of the month. Nobody seems to work very hard and everyone takes it easy. The pressure to sell RIGHT NOW is off.
However, the last week of the month is always a frenzy. Everyone is running around trying to get orders signed and submitted and calling all those prospects who have proposals but who haven't bought yet. The last couple of days of any given month are usually hell for salespeople.
This doesn't have to be. When I started doing very well in sales, I worked on a day-to-day basis, not month-to-month. In other words, regardless of whether it was the beginning, middle, or end of the month, I did the same thing every day. Managers got somewhat annoyed at this because they expect everyone to make a big push at the end of the month, but this month-to-month philosophy that they promote is exactly why almost nobody works hard at the beginning of the month and everyone works double-time at the end to hopefully make quota.
When I get up in the morning, I don't think about what part of the month I'm in. Every day is TODAY. Do the same thing consistently every day and your sales will reflect this consistency. Then you won't have to worry about making a big month-end push because you'll be over your quota already.