The Secret to Summer Sales Success

For more then ten years I would fall for the same trap every summer. I would finish Q2 strong, ahead of my quota and go into Q3 with a great pipeline. Just after the July 4th holiday I would notice that my world had changed. My deals did not just slow down they would stall. Getting meetings was near impossible. Leads and interest just died. Sure I know people where taking their summer vacation but it felt like the economy was going into a recession. Of course I did what most salespeople do. I panicked. I worked harder. I made more calls and hit the road to do whatever I could to get in front of my clients. I would cancel my own vacation because I would not enjoy it knowing Q3 was in danger.

Then August would come. Things would not get better. They got worse. My July deals would slip into August and I becoming increasing concerned that they were not real deals. They were taking twice as long to close and I was not getting any feedback from my clients. My summer was flying by and I was losing confidence in myself, my product and my company.

Then Labor Day weekend would arrive. The end of summer and boy did it fly by. I would be way behind and had little to no confidence in my pipeline. 

Then things would change. My clients would come back to life. I felt that my summers hard work payed off. The economy was alive again. I had deals to close and definitely did not have time to take a vacation.

Every year in September I would reflect on how crazy selling in the summer is and every year I would forget it by July.

Then after missing yet another summer of my life, do to my poor planning I documented the pattern and proactively developed a strategy to work around the summer problems.

This week on The Brutal Truth about Sales and Selling PodCast I share my experience in making the summer a sales success.

Please comment with your ideas on how to make summer a sales success.

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Brian