We’ve got some good news and some bad news
The bad news is, summer is nearly over. We’ve had our last bank holiday – and what a scorcher it was. The good news is, it’s only about three months to Christmas! Before we know it, we’ll be ordering the turkey and digging out the tinsel. But what about these few weeks in-between? What happens to motivation?
It’s a time of year when, if we’re not careful, motivation can drop, and we don’t shine quite as brightly as we could. Somehow it just feels harder to pick up the phone, write the email or send the LinkedIn request and push for the sale.
Here’s our top tips for avoiding the post-summer blues and having a really productive push up to the festive period.
1. Create some carefully planned incentives
If you’ve managed a sales team, you’ll know that the 80/20 rule applies. 80% of your sales will come from 20% of the team. These top performers are probably already highly motivated, and it will be hard going to get much extra out of them. But you can make a big impact by giving extra encouragement to those performing just below this level – the next 20% down. Design incentives that target these team members and aim to raise their performance levels and you could see a real boost to sales figures.
2. Focus on the quick wins
Quick wins are great for boosting morale – and commissions! Setting small, simple objectives that are easy to accomplish, and can be rewarded or recognised, gives the team a sense of achievement and progress. They can really energise people, giving them the drive to go for the bigger challenges. And lots of small triumphs can be the steppingstones to those larger gains. Here’s a few examples of things you could target:
- The first person to generate an opportunity this morning
- The first person to confirm five relationships built in a week
- The person with the greatest number of conversations with decision-makers this week
The team will start talking about their successes, and good news spreads. You’ll find it makes its way into other areas of the organisation, boosting your team’s reputation and raising morale.
3. Re-engage with old prospects
I bet there’s a list of prospects in your pipeline that you spoke to earlier in the year. Maybe they said they needed to think about your proposition, or that budgets were on hold.
It’s worth revisiting these contacts to see if the situation has changed. If you get a definite no, then you can clear them out. But the chances are a percentage of them can be reignited.
4. Leverage trigger events
For this tactic, Google alerts is your best friend. Set up alerts for organisations you want to work with, and you’ll be kept in the know about what is happening with them. Every time your prospects shares information publicly, you’ll get an alert. And you can use these triggers to connect up with them.
You might find that a senior contact has left, and a new person has joined. Perhaps they are diversifying into new markets, or they are merging or downsizing. The key is to get this information at the right time and be able to turn it to your advantage.
For example, a change in the management team might mean a new decision-maker who thinks differently to their predecessor and is open to your proposal. Or, if you had a great relationship with your contact, but the budgets just weren’t there, are there opportunities in their new organisation?
At the very least, these events create the perfect reason to reconnect and get your name back in front of your prospect.
5. Test some new messaging
A new season gives you a great opportunity to vary your messaging. If you always approach your calls in the same way, try to mix it up a bit. You can test different opening lines and see if some open up conversations more than others. Make sure you keep a record of what worked and what didn’t.
Have you got any tips on how to boost sales during a quiet period? We’d love to hear how your organisation gives their sales function an extra push during slow periods.
Published: 24th September 2019