As summertime gets underway it is important to re-direct your team to activities that are productive. It is easy to buy into the summertime mantra of relaxation. Some sales managers and sales reps regard low sales production during the summer as unavoidable. Others see it as a more challenging, but not impossible, time of the year to make sales. Those who have a plan during the summer months will see their pipeline increase.
Here are some questions to discuss with your sales team:
- “What are the monthly averages for sales during June, July & August of the last three years?”
- “Which summer month is typically the lowest in sales?”
- “What vertical markets can we target during the summer months?”