Ah, summertime. And the living ain’t easy!
For sales leaders, the summertime is very challenging. Managing vacation schedules, people leaving the office early and frankly, driving productivity in the summer months is very difficult. The tendency can be to take the foot off the accelerator.
The opportunity is to catch your competitors while they’re snoozing. Here are three practical accelerators that drive productivity in the summer months.
- Accelerator number one is to leverage connectors to drive new leads. The reality is, as we know, in the summertime, a lot of us are a lot more open and available. So, the opportunity is to really engage your prospect accounts. Here’s an activity to do with your sales team. First, have them devise a list of 100 folks in their network (schoolmates, family members, clients, etc.). Have them limit it to ten people who are true connectors. It’s these people you want to meet to drive new leads and open doors.
- Accelerator number two is strategic review conversations. Usually as sales leaders and salespeople, we’re in action mode, always looking for the next opportunity. This accelerator is about reflection. Target some of your most important accounts. Then go have a conversation with an executive and ask a few targeted questions. Overall, how’s our relationship? How are we doing? Green flags – what’s working? Red flags – what are a couple of key areas where we can be doing better? Have those conversations. It’s amazing what a little reflection will do in terms of creating new opportunities.
- As we all know, picking up the phone and making calls is tough. Accelerator number three is team prospecting. Instead of viewing prospecting as an individual sport, turn it into a team sport. Get together with your team and set some goals. Spend a few hours together, twice a week and make calls as a team. Help each other plan, get ready for the calls, and then debrief after the calls to learn and grow.
This summer put your foot on the accelerator. Leverage your connectors, have those strategic conversations with key clients and prospect as a team. It will make a difference.