{"id":11496,"date":"2018-06-14T19:43:27","date_gmt":"2018-06-14T19:43:27","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/three-summertime-misconceptions-sales-managers-must-overcome\/"},"modified":"2022-10-18T15:57:42","modified_gmt":"2022-10-18T15:57:42","slug":"three-summertime-misconceptions-sales-managers-must-overcome","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/three-summertime-misconceptions-sales-managers-must-overcome\/","title":{"rendered":"Three Summertime Misconceptions Sales Managers Must Overcome"},"content":{"rendered":"\n

#1 \u201cMost of my team\u2019s most important prospects for new business are on vacation during the summer months.\u201d<\/strong><\/p>\n\n\n\n

Salespeople say this so often that lots of managers who ought to know better sometimes come to believe it. Actually, summer is a great time for your salespeople to reach out to decision makers. Many top executives are in the office while their staff is away. Find a case that proves this (it won\u2019t take long) and then share the results with your team. A side note: My own best month has consistently been July\u2026 because in June I start calling top-level decision makers directly, knowing that the rank-and-file players are more likely to be out camping or having fun at the beach during the summer months. Guess who\u2019s more likely to be minding the store? The senior people!<\/p>\n\n\n\n

#2 \u201cNew business comes from new accounts.\u201d<\/strong><\/p>\n\n\n\n

Most of the salespeople we work with are content to have just one or two active contacts at even their most important accounts. Summer is the perfect time to remedy this state of affairs, broaden the contact network, and, ultimately increase your wallet share. Ask your team, \u201cWho\u2019s three deep and three wide at (insert company name here)?\u201d If you get a blank stare in response \u2013 and you probably will \u2013 explain that \u201cthree deep\u201d means having a professional relationship with one person above and one person below their current primary contact on the organizational chart, and \u201cthree wide\u201d means having such a relationship with at least two of that contact\u2019s peers. The stronger the relationships, the more likely you are to generate new business from that account. Some of these folks are going to be receptive to meeting with members of your team. (After all, it may be their \u201cslow season\u201d too.) Use the summer months to go \u201cthree deep and three wide\u201d at all your current accounts!<\/p>\n\n\n\n

#3 \u201cNo one buys anything during the summer.\u201d<\/strong><\/p>\n\n\n\n

Head trash alert! This is a self-limiting belief. If even one of your salespeople operates on this assumption, or says it out loud, your whole team is susceptible to taking it on. If you start to operate on this assumption, the situation is even more serious!\u00a0Reach out to a Sandler Coach as soon as possible.<\/a><\/strong>\u00a0Worrying about the time of year isn\u2019t going to help your team hit its Q3 quota. We can help your team to transform something they can control: their behavior.<\/p>\n\n\n\n

Check out these social selling best practices to learn more about reaching out to decision makers this summer!<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

#1 \u201cMost of my team\u2019s most important prospects for new business are on vacation during the summer months.\u201d Salespeople say this so often that lots of managers who ought to know better sometimes come to believe it. Actually, summer is a great time for your salespeople to reach out to decision makers. Many top executives…<\/p>\n","protected":false},"author":22,"featured_media":11497,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1253,1033,1035,1026],"class_list":["post-11496","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-effective-leadership","tag-leadership","tag-management","tag-prospecting"],"acf":[],"yoast_head":"\nThree Summertime Misconceptions Sales Managers Must Overcome | Sandler Training<\/title>\n<meta name=\"description\" content=\"#1 \u201cMost of my team\u2019s most important prospects for new business are on vacation during the summer months.\u201d\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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