YourSalesManagementGuru by Ken Thoreson, Acumen Management Group
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Sales Leadership: Ready for July and August?
I may be already too late, but hopefully you aren't. I often say that it's the salesperson's responsibility -- not the sales managers -- to make quota. It is your responsibility to hire, train and put the salesperson in a position to win and exceed quota. Sales leadership means looking ahead 90 days or more to ensure you have the programs in place for success.
As we finish April, be conscious of pipeline values, business opportunities and activity levels to ensure you will exceed your July and August numbers. Summertime is what many sales leaders are always worried about, when salespeople and prospects take vacations, enjoy summer's more casual atmosphere (especially in the North), and pipelines, sales and sales activities dwindle. These months can impact your ability to exceed your quotas and revenues for those periods, as well as your September and October goals. What to do? Here are some ideas:
- Beef up your sales activity focus to ensure summer pipelines are "more than full."
- Plan sales contests for May and June that are based on volume and activity.
- Develop a July and August mentality and environment. I.e., say that you are not taking off those months and that you expect your salespeople to attain their quotas.
- Create a "Customer Appreciation" summer event and offer special packages or discounts during a three-week period.
- Develop a companywide summer contest that is focused on both current customer sales and new prospect leads. Hint: Let your sales team serve a picnic lunch to your support and administrative teams for a kickoff event.
What other ideas do you have? Leave a comment so everyone can benefit and we can all enjoy a restful Labor Day. I have my plans already in shape for that day -- do you?
Posted by Ken Thoreson on April 22, 2011