Slow sales seasons occur in virtually every industry, whether its during the summer when everyone heads to the beach, or during the holidays when everyone spends time with family. To keep the momentum going, you can utilize these proven tactics to ensure that your sales team makes the most of this downtime.
Sales Incentives
There are a few tactics you can employ to increase your sales sales incentives being chief among them. If youre trying to grow during a slow sales cycle, consider offering sales incentives to representatives for meeting their quota during slow months, or for bringing in the most sales. This will increase their motivation levels and will help point your sales in a positive direction.
Seasonal Sales
One method that helps draw in clients and prospects during these times is to offer seasonal sales. Promote certain products that are either relevant to the season, or that are known to be slow movers during that time of year and you just need to get rid of overhead.
Prospecting
Summer months are a wonderful time to prospect. Get creative and use your prospects out of office notifications to setup future meetings and connections with them. Save the dates on your calendar to contact them upon their return.
Get Experienced
Slow seasons are great times to attend events and conferences. Find conferences and events specifically related to your industry or your clients industry and send your sales staff. You can make these events exciting by selecting those that take place in more popular destinations.
Review Your Tools and Strategies
Down times are also a great time to review the tools and strategies your sales staff currently uses to prospect and close sales, and to research new tools and strategies that you can incorporate for greater tracking and communicating.
Slow seasons are stressful for you and your teams. Make sure that you lay out realistic expectations to keep everyone from becoming discouraged and to keep everyone motivated.