Summer. If you live in the UK, it may feel like there’s only ever a week of it, but it’s still one of the best times of the year. For salespeople, however, it can be one of the worst times. Because it’s the best. The thought of sun, sea, and sand can be distracting, and can get in the way of making your quota.
But only if you let it. Here are some ways to avoid that, and maintain your streak of meetings well into others’ summer slumps.
Plan your holiday time
Just because you want to be the best salesperson of all time, doesn’t mean you can’t take a day off. What you should make sure of is that you plan what time you take off instead of choosing whenever feels right.
Confer with the rest of your sales team, as well as your contact list on CRM. Not only do you want to know that your booked off time won’t clash with anyone else’s, you want to avoid clashing with prospects, too. If you know that you’re supposed to get back in contact with certain leads in your pipeline that you’ve been working on for months, don’t book your holiday around the time you said you would get back in touch.
Set monthly goals
If you have a plan for the summer months, it should be easier to get productive. Fill your calendar with what you want to get done by certain dates and set reasonable call goals, then check back every week to see how you’re progressing.
It might be a good idea, as well, to give yourself some extra time to get things done. People seem to be more slow-going in summer. You don’t want to end up overestimating yourself and destroying your own morale. Set specific time periods at first, then adjust them if you find they don’t fit perfectly.
Save key phone calls for Thursday
The end of the week is the best time to call your most important contacts. Research has shown that you are 49.7% more likely to get into contact with a lead on Thursday over Tuesday, as well as 24.9% more likely to qualify that lead.
During summer it is also likely that the proximity to the weekend will affect how people respond to your calls a lot more drastically. The closer it gets to Friday, the more laid back some contacts are likely to be, the more likely those contacts are going to listen to what you have to say.
Use your time wisely
If business is slow, make the most of it. Don’t twiddle your thumbs – practice, plan and pursue. Hone your sales skills by reading back over your personas, catching up on pipeline admin work and considering what questions have worked best in previous calls. Plan how you will conduct your next communications based on this, and begin looking into who would be best to call next.
Summer is the best time, but it can also get stressful. You have to remember that it’s just like any other time of the year, it’s just much warmer and there happens to be a bit more distraction. Just keep focused if you want to be an overperforming salesperson. If there’s any time to keep yourself organised…it’s now.
By Alison Chambers, Content Strategist at CommuniGator Group Ltd - marketing automation platform for lead generation. Find out more here. For more sales strategy tips from the lead generation experts, check out CommuniGator's latest articles. For more like this visit our website.