Summer is not "officially" here, but the nice weather sure has many salespeople thinking that it is already summer. Unfortunately, summer is when far too many salespeople take a break from prospecting.
It seems that things really slow down between the holidays of Fourth of July and Labor Day. If your team has experienced this in the past, it probably will this year too. In a perfect world, prospecting would not slow down in the summer, but it seems to happen.
In anticipation of the "slow period," encourage your salespeople to have a "30 Day Prospecting Sprint" during the month of June. See 50% or 100% more prospects than normal for this 30 Day period. This will accomplish two things. (1) It will compensate for the inevitable decrease in prospecting in July and August and (2) you will have a lot of follow up appointments in September.
Now is the time to work harder than your competition.
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