I know it seems a little early to talk about the summer months, but as a sales manager you have to look that far ahead. Business can really slow down in the summer, and if your sales team does not have enough prospects in their funnel today, it can be a very difficult to make your sales goals once July and August rolls around.
A great way for your team to generate many new prospects in a very short period of time is a blitz day. A blitz day is essentially when everyone on the sales team sets aside time to prospect all at the same time, either on the telephone or face to face prospecting.
Not only are Blitz Days a great way to quickly create an influx of new prospects, they can also be great for team building as well. You could plan a contest around the number of calls made or the number of prospects generated, and then present prizes at a team party afterwards. You could also pair a junior rep with a senior one, and the day becomes an excellent training opportunity in addition to a lead generating exercise.
Think about it. If your business requires only a 30 day selling cycle, to make it through the summer, you have to start prospecting today!
Not sure if you have enough prospects on the go? Download our free Monthly Prospecting Activity Calculator from the from the B2B Sales Connections Free Download Centre here.
For more proven sales management tools to help you and your team reach your sales potential, download my book, Action Plan for Sales Management Success. As one associate wrote, “Susan …understands the sales process intimately and is able to create a management process around it that drives sales people to accomplish their goals.”