That’s always the question during this season, “Where are the sales?” With folks on vacation or spending their extra money on the family because the kids are NOT in school one has to wonder how to get by and my money during these hot months.
One of my strongest beliefs in sales is that you lead with your strengths and don’t abandon what has worked in the past. But when you read something like that when sales are down, you question how that can help? But the truth about sales do not change because of the seasons. The problem that often ocurs in the summer seasons is the abandoning of the things that work.
We all know the basic concept of working smarter, not harder. If you’ve looked at what has worked for your company in good times, then it’s time to break it down into the increments to examine each part of your sales success, so you can lead with your strengths and increase your efforts within those successful increments.
When reviewing where your sales are coming from, or you are breaking down which buttons are “hot” when speaking to a potential sale – you then want to increase your efforts to push those increments and stop wasting efforts that aren’t giving you the same return. Break those increments down – how many can you get out of a single sale? What made the phone ring? How long before it was answered? How clear were the qualifying questions to establish your client’s needs? How well did your sales folks close off other options to help lead the client to the sale? Who’s “hot” right now and leading in closing ratios? What are they doing that others are not? Who is strongest in retention and getting the return sale (the most valuable salesperson on your team)?
When you break down where you are successful and lead with your strengths during the lean summer months, you can increase your ROI and rejuvenate your sales team. And we all know when you do those two things the revenue soon follows.
One of my strongest beliefs in sales is that you lead with your strengths and don’t abandon what has worked in the past. But when you read something like that when sales are down, you question how that can help? But the truth about sales do not change because of the seasons. The problem that often ocurs in the summer seasons is the abandoning of the things that work.
We all know the basic concept of working smarter, not harder. If you’ve looked at what has worked for your company in good times, then it’s time to break it down into the increments to examine each part of your sales success, so you can lead with your strengths and increase your efforts within those successful increments.
When reviewing where your sales are coming from, or you are breaking down which buttons are “hot” when speaking to a potential sale – you then want to increase your efforts to push those increments and stop wasting efforts that aren’t giving you the same return. Break those increments down – how many can you get out of a single sale? What made the phone ring? How long before it was answered? How clear were the qualifying questions to establish your client’s needs? How well did your sales folks close off other options to help lead the client to the sale? Who’s “hot” right now and leading in closing ratios? What are they doing that others are not? Who is strongest in retention and getting the return sale (the most valuable salesperson on your team)?
When you break down where you are successful and lead with your strengths during the lean summer months, you can increase your ROI and rejuvenate your sales team. And we all know when you do those two things the revenue soon follows.
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