Fire your sales reps if they don’t want to call in December

Fire your sales reps if they don’t want to call in December:

Many sales reps claim there is no point in calling during December as for most companies it is the last month of their financial year. All focus is on getting the last sales deals closed in order to reach the budget, while others are planning their Xmas and Year End parties and holidays. This results in a slow month and sales reps aren’t motivated to call.

However during year-end: - Chat time Those who are not in sales might have time to chat, especially in between Xmas and New Year as not much is happening and they are in holiday mood.

- Reach unreachable people People who are hard to reach might be reachable during this period of slower business.

- The new budget This might be your last chance to get your solution on the yet to be approved new budget.

- The remainders of the budget The remainders of budgets need to get spend before they expire: it is better they spend it on your stuff.

- New year – new budget As from January 2nd the new budget kicks off and new purchase orders need to be send out.

- Keeping in touch Keeping in touch with your customers and prospects by wishing them Happy Holidays can start an open conversation.

Social call instead of Sales call

Probably a sales call will not be appropriate around this time of the year, but chatting informally about the industry, business and then mention a few functions, features or benefits of your solution(s). After all it might turn out that the year-end is not really slow, but good for staying in touch, discussing objectives and opportunities,

Tell your sales reps there is always something to do in Sales – whatever time of the year ! if they not agree then fire them. Happy Calling Season as Xmas and New Year are an opportunity to address people differently

Christmas Is Cancelled (Part One) from Mark on Vimeo.