How to Stay Productive During the Summer Sales Slump
The dog days of August are upon us… which for many salespeople means there is a real downturn in sales – and sales income. You can’t change the calendar: August is when many families take their summer vacation, and if your prospects aren’t working, then you’re not going to be able to schedule appointments, attend networking events, or reach them on the phone
5 Tips to Beat the Summer Sales Slump
1. Learn a New Sales Tool
Mastering a new tool takes time and effort, and integrating that tool into your everyday workflow takes even more time. Use holiday downtime to learn and master a new sales tool that will up your sales game.
- Do you have a new CRM tool?
- Is there a social media channel you’ve been wanting to try for social selling, but haven’t had time to learn?
- Are you too busy to blog during the busy months?
2. Analyze Your Sales Data
All that data you collect all year, but never have time to thoroughly analyze and integrate into your sale strategy? Downtime is the ideal opportunity to read and understand your sales data, and make adjustment to your sales strategy going forward.
3. Set Your Sales Goals
You’ve passed the mid-way point of the year, now is a good time to look at what’s working and what’s not working, and set personal and business goals.
I’m a fan of the old-school SMART goals: because they work! When setting your goals you need to be clear and direct on what you want to achieve:
- Instead of saying “exceed my 4th quarter territory goal”, say “beat my 4th quarter sales goal by 125%”
- Don’t just list your goals, add how you’re going to achieve that goal: “attend 2 new industry networking events each month” or “connect with 5 new prospects on LinkedIn per month”
4. Hire a Sales Coach
Improve your sales skills and hire a sales coach to take your career to the next level. Many top professional athletes hire their own personal coaches to work their weaknesses and improve their skills, even though they already have coaches and trainers provided by their team.
If your goal is to increase your sales success, invest in your future with targeted performance training by a professional sales coach.
5. Not Everyone is on Vacation
Yes, many of your prospects may be on vacation. But be honest: not all of them are: you’re not! So stop looking for excuses, and instead look for ways to connect with prospects who are working in August.
- Attend trade and networking events in your area or in vacation spots. There may be fewer attendees and prospects but that also means its more likely you’ll have time for real conversations with prospects, instead of just a hello and goodbye.
- Set up a booth at local fairs and community activities.
- Sponsor community events such as kids sports activities, then attend each activity and talk to the parents.
- Be social online: become an industry subject matter expert. Answer questions and solve problems on forums like Quora, LinkedIn groups or G+.
Holiday sales slumps aren’t imagined, they’re real. People’s schedules aren’t the same year round, even though your sales goal and income requirements may be. Plan ahead for sales slumps by creating a strategy for staying productive and growing your prospects.
a version of this article first appeared on LinkedIn
about Anthony Caliendo:
I’m an entrepreneur and sales professional with over 20 years of successful sales and sales management experience. My expertise in sales, marketing and business development spans from small business to international companies.
I’m the best-selling author of The Sales Assassin: Master Your Black Belt in Sales, winner of the 2015 USA Book News business book award for entrepreneurs and small business.
I provide personal sales coaching; and consult, speak and train about growing and motivating your sales team to businesses, corporations and conferences across the nation, as well as a guest contributor and sales expert for TV and radio, and professional organizations.