August = Activity

We are in our final month of the summer and I am sure you have all seen a drop in activity and results. As a field manager I found the month of August always a challenge for everyone (managers, salespeople and customers) seemed to be in vacation mode. Everyone seemed to have an excuse why they could not work. Unfortunately if we wait until September to get back into the business, we will not see results until October. So we will lose results in both August and September. You have heard me say this before ...
Teams don't plan to fail, they just fail to plan!

I thought I would share some ideas how you can begin to prepare your sales teams. The objective is to be running hard in September and get good results in September. Below are some steps you and they can take this month.

1. Focus all team members, managers and salespeople on prospecting. Develop a quick competition that would reward the salesperson who gains a number of prospective customers and the manager who gains a number of prospective candidates.

2. Prospecting Blitz nights - choose one night a week, for 4 weeks, where all managers and salespersons gather together and make a number of phone calls, to set up prospecting meetings.

3. Celebrate the gathering of names. Maybe Pizza and coca cola.

4. Appointment Blitz nights - choose another night a week, for 4 weeks, where all managers and salespersons make a number of phone calls, to set up recruiting or sales appointments.

5. Celebrate the achievement of booked appointments. Maybe bowling or sporting event.

The objective is to fill the recruiting and sales funnels with potential candidates or potential customers.

Sales Funnel - Prospecting for potential customers -> Approaches -> Appointments = New Sales

Recruiting Funnel - Prospecting for candidates -> Approaches -> Appointments = New Salespeople

I guarantee if you wait until September, you will not be impressed with the production achieved or the new hires.

I wish you luck. Remember you, your managers and your salespeople only control activity, not results. August is the month you focus on activity!

If we can help in the fall, please let us know. According to the feedback we have received, our seminars result in dramatic and improved activity and results. Please contact us at:

jimheidema@gmail.com