This posting has to do with a shocking and returning reality each year.
July and August are the holiday months in Europe. It’s the period when most people pack their suitcases and move to their holiday destination to enjoy quality time after a period of hard work. Some people’s holidays can last up to 4 weeks or more. In countries like France and Italy many businesses close completely during August. This at the cost of revenue.
Being active as a sales development consultant for many years I’ve noted that after the holidays business ends up in a slump due to lack of sales activities and results.
When you analyse this it always has to do with a lack of planning of appointments and activities to create business. Sales people just stop planning in the run-up to their holidays. They are more focused on their holiday than on the period when they return. Their sales process does not provide for activities that should lead to an active and fruitful post-holiday season. This again leads to empty appointment books, lack of activity and lack of sales results. A situation that can be avoided. This situation can be avoided.
How? Let’s take a look at the steps that can lead to a successful post-holiday period.
- In the months and weeks leading up to your holidays, check and monitor your sales pipeline
- Beef up your planning and book qualified appointments and activities for the 2 to 3 months after your holidays
- Check your proposals that are to be presented and go over those that need to be followed up
- For after your holiday: shake off the holiday mind-set, get into performance mood and hit the ground running. Holiday procrastination is deadly for sales.
And for sales managers: want to know more about avoiding above mentioned situations? Contact me.
Caution: be aware that the Christmas holidays start in a next 3,5 months. Prepare your actions now!