With the holiday season upon us, below are 5 sales tips for reps to help keep up the hustle in the ‘hustle and bustle’ of the holiday season in Q4.
# 1 Accept the Holiday Sales Cycle
At some point in December you must accept your fate. Buyers for most inside sales efforts will be sparse toward the end of the month. B2B sales will be especially rough as businesses focus on wrapping up their yearly reports and projects.
Accept the holiday sales cycle prior to the holiday season. Adjust your strategy for the 4th quarter in a proactive way, instead of trying to reactively adjust your strategy in the middle of December. Accepting the sales cycle means more productive strategies to prepare for the new year and focus efforts on the sales tips below.
#2 Gifts & Gestures
Holiday cards and notes are a great way to connect with leads and prospects. You can send these yourself or, for larger audiences, use a service to automate. Don’t forget New Year's cards and memos are an effective way to get on the radar of your prospects and clients for the new year; they’re also a great option if you missed the opportunity to send gestures in December.
Giving during the holidays can mean more than gifts. Are there any ways you can show the holiday spirit by going above and beyond for a customer or prospect? Do you have an idea for content you know would be super helpful to people in your pipeline or on your team? Get creative! People tend to be even more appreciative of kindness during the holidays.
Bonus points - you will feel good about your kind gestures too!
#3 Groom Your Sales Pipeline
Use the season’s slower cycle to catch up on your pipeline tasks. You will feel more relaxed during your holiday break knowing you’ve caught up with your to-do list. While deals might not necessarily close over the holiday, you can take advantage of the slower sales cycle by grabbing extra real estate in your clients’ inboxes. The holidays are also a good time to share sales collateral because clients may be traveling or breaking away from their routine, giving them more leisure time to peruse content.
Create reminders from your current pipeline for tasks carrying over to the new year. Updating tasks and prepping your follow-ups for Q1 focuses your efforts and keeps things fresh after the holiday break. Make decisions to push old opportunities and leads out of your pipeline or create a campaign for the new year to give them a last contact.
#4 Set Goals
A groomed sales pipeline means better sales data. Use this data to understand your metrics for the year. Look for patterns or trends to learn about your performance and progress.
Empowered with more data, you can start thinking about your sales goals for next year. Is your quota for next year different than the current year? If so, how can you use what you know about this year’s data to create a more effective strategy for next year?
While it’s good to set sales goals, it’s also important to remember your personal goals. It’s great to blend career aspirations with personal goals, but what else is important to you outside of the hustle? Personal goals inspire and motivate your sales efforts throughout the year.
A little prep with the previous sales tips in mind and you’re ready to enjoy the holidays. Take advantage of the break and use the time to recharge.
Focus on being yourself and being genuinely happy. Do what makes you the happiest and try not to let the holidays create stress. The sales environment keeps you on your A-game all the time and the grind can be exhausting. Embrace the opportunity to switch up your environment. Spend time with the people that are important to you and try to catch up on some ‘you time’. Treat yo’self!