I often find the week following Easter is quiet in terms of sales revenue, not activity. By this I mean your team can still be busy with activity but don’t expect a similar volume of sales revenue during this week than other weeks. Simply because prospects and clients are taking a 10 day break, school holidays are in full swing, and the NZ financial year has just ended and the new one has just begun so we are in an hiatus.

In my past experience I have used this time to spend on focus work with more time available than normal. By focus work I mean spend time reviewing your sales plans, sales processes, and sales disciplines. Its not often that you have the gift of time on your side so make the most of it.

During this quarter, particularly in NZ, the first quarter of a new financial year can take some time to get the wheels spinning again to resume your sales velocity. So here are a few items you can focus on during this short week of work;

• Slowly review your current pipeline of sales  and rigorously apply your sales qualification methodology to each opportunity to determine whether it stays in your pipeline or you shut it down and send the prospect a nice ‘breaking up’ email
• Determine your pipeline gap to the coverage that you need to achieve your target, quota, budget. Probably something like 3x-5x coverage for any given quarter, but this will depend on sales cycle velocity.
• The Gap needs immediate attention and this will probably require your own initiatives to bridge the gap rather than asking Marketing to run some more adverts….Initiatives like asking your successful clients for referrals, finding out who your competitors are selling to through their own website, news, and social feeds, and call those prospects. Even write a short value-worthy newsletter to your prospects and gauge their engagement levels through using an EDM campaign with the help from Marketing.
• Selectively setup your next months’ worth of prospect and client meetings so you have a fully booked calendar to take you through April and into May.

Hopefully you find some value in this to break the Easter slump.

What ideas and actions have worked for you?

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