In the works of sales, Q3 of the calendar year is pretty much a lost quarter for sales performance. Here are 3 useful tips:
July - September many decision makers and signatories will, at some point, travel, go on holiday, and be unavailable to contact.
Those without children tend to take vacation time through July or during the last few weeks of September before the school summer holidays kick off and inflate travel prices.
I once worked for a company whose financial year ended in September 30th making it extremely tough to hit sales targets.
🧠 If you are a founder, head of sales or operate in the capacity of Chief Commercial Officer, demonstrate this acumen and provide support or direction to your sales team.
If you are a sales professional here are 3 things you can do to build, maintain, sustain, and improve your financial performance during this quiet period.
✅ Plan marketing campaigns and events.
With many people away you’ll have spare capacity do tasks that are usually neglected. Use this time to plan events for the next 6-9 months.
☕️ Meet prospects for coffee and build the relationship.
Not everyone is away. Meet with those available in person and strengthen your relationship through asking good questions in person, and use the time to dig into the buyers strategies for the year ahead. Get a head-start.
📧 Run an email campaign targeting prospects not currently in your sales funnel.
By engaging with old prospects you may discover buying activity that you were unaware of. These will develop your pipeline for Q1.
Remember:
🤝 A buyer’s budget gets refreshed so there’s likely new spend available coming. Building relationships now is imperative to gain access to that spend.
🧾 Buyer’s often need to use their budget or they may risk losing it. If you sell product/service in increments/units - there may be opportunities to ‘upsell’ some accounts in a bid to help them ‘use’ their budget.
Sales is tough.
🧘♂️ Be sure to find time to give your mind a rest too. Switch off and rebuild your resilience for the tough quarter ahead when the pressure on sales professionals truly intensifies.
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