YourSalesManagementGuru

Blog archive

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:

  1. Beef up your sales activity focus to ensure summer pipelines are "more than full."

  2. Plan sales contests for May and June that are based on volume and activity.

  3. 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.

  4. Create a "Customer Appreciation" summer event and offer special packages or discounts during a three-week period.

  5. 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 at 11:59 AM


Featured

  • Touting Azure for Operators, Microsoft Joins SDN Standards Group

    As part of its Azure for Operators program, Microsoft this week joined a nonprofit standards association that focuses on SDN technologies used by enterprises and service providers.

  • 2020 Microsoft Conference Calendar: For Partners, IT Pros and Developers

    Here's your guide to all the IT training sessions, partner meet-ups and annual Microsoft conferences you won't want to miss. (Now updated with COVID-19-related event changes.)

  • Pilot Begins of Microsoft Teams-Salesforce CRM Integration

    A new capability that lets Microsoft Teams users access information from the Salesforce.com customer relationship management (CRM) platform debuted this week.

  • The 2020 Microsoft Product Roadmap

    From the next major update to Windows 10 to the next generations of .NET and PowerShell, here's what's on tap from Microsoft this year.