What needs to be done to prepare for the summer season and maintain sales generating activities during July and August?<\/p>\n
<\/h2>\n1. Review the key performance indicators (KPIs)<\/span><\/h2>\nSales managers need to do some planning at the beginning of the year so that their sales representatives can do the activities that will drive good results in the summer quarter.<\/p>\n
This planning work must quantify the additional sales activities that must be accomplished in the spring<\/span> to reach the summer quarter objectives.<\/p>\nFor this planning to work, you need to adjust the performance indicators<\/a> that predict future results<\/span>:<\/p>\n\n- Volume of prospecting activities (referral requests, introductions, outbound campaign…)<\/li>\n
- Number of first base meetings with new prospects<\/li>\n
- Progression through the sales pipeline (speed of movement from one stage to the next)<\/li>\n<\/ul>\n
Overall, the goal is to maintain a healthy sales pipeline in the spring<\/span> in order to avoid a significant sales dip in the 3rd quarter.<\/p>\n![\"The](\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2022\/04\/the4componentsofahealthysalespipeline-1.gif\")
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<\/h2>\n2. Increase prospecting efforts<\/span><\/h2>\nBetween May and mid-June, the activity that reps should focus on is prospecting, in order to fill the pipeline as much as possible (with quality opportunities) and have a decent level of activity during the summer.<\/p>\n
Summer is the time to work opportunities that are already in the sales pipeline<\/span>.<\/p>\nThe sales slump phenomenon also occurs at the beginning of each calendar year. Which reps are busy when they return in January? They are the ones that have filled their pipeline in November and December.<\/span><\/p>\nBy going into the summer season with a good sales pipeline, reps can rectify the season’s drop in activity.<\/span><\/p>\n\n- The prospecting activities to focus on are:<\/span><\/li>\n
- Requests for referrals<\/a> from customers and partners<\/span><\/li>\n
- Introduction requests<\/span><\/li>\n
- Outbound prospecting campaigns via LinkedIn (with an automation application like WeConnect for example)<\/span><\/li>\n
- Social selling activities<\/span><\/li>\n<\/ul>\n
Sales managers need to do some planning at the beginning of the year so that their sales representatives can do the activities that will drive good results in the summer quarter.<\/p>\n
This planning work must quantify the additional sales activities that must be accomplished in the spring<\/span> to reach the summer quarter objectives.<\/p>\n For this planning to work, you need to adjust the performance indicators<\/a> that predict future results<\/span>:<\/p>\n Overall, the goal is to maintain a healthy sales pipeline in the spring<\/span> in order to avoid a significant sales dip in the 3rd quarter.<\/p>\n Between May and mid-June, the activity that reps should focus on is prospecting, in order to fill the pipeline as much as possible (with quality opportunities) and have a decent level of activity during the summer.<\/p>\n Summer is the time to work opportunities that are already in the sales pipeline<\/span>.<\/p>\n The sales slump phenomenon also occurs at the beginning of each calendar year. Which reps are busy when they return in January? They are the ones that have filled their pipeline in November and December.<\/span><\/p>\n By going into the summer season with a good sales pipeline, reps can rectify the season’s drop in activity.<\/span><\/p>\n\n
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2. Increase prospecting efforts<\/span><\/h2>\n
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