How to get sales going after summer - 5 strategies to guarantee results

The summer holidays are over and it's time to get back into sales. But how do you avoid the sluggish start-up that many salespeople and sales teams suffer from after the summer? The answer lies in structure and control - two fundamental principles that separate successful salespeople from the rest.

Why most salespeople struggle after summer

After several weeks off, many salespeople have lost their rhythm. The prospect pipeline has thinned, the sense of control is gone and motivation feels distant. What was once a well-oiled sales machine has turned into a series of impromptu attempts to 'get going again'.

This is a classic example of what happens when salespeople rely solely on talent instead of process-driven approaches. Talent only goes so far - lasting success requires structure.

1. take back control of your sales process

Control is the most important word in sales. Either you are in control of your sales process or you are out of control - there is no middle ground. Control means the ability to predict the next step in each ongoing sales cycle.

When you are in control, you can start new sales cycles, change direction when necessary and stop cycles in the right way - either by the customer saying "yes" or by you, as a professional salesperson, saying "no" to rogue prospects.

Why does this work so well? Because it eliminates surprises. Instead of being surprised by what happens Monday to Friday between 9am and 5pm, you know exactly where you stand with every potential customer.

2. Build your HIT list with lukewarm suspects

After the summer, you need to quickly replenish your prospect pipeline. But instead of calling random companies, use Adviser Partners' proven method for creating lukewarm suspects.

Lukewarm suspects are prospects where you already have a connection - through referrals, networks or previous contacts. These prospects are dramatically more likely to result in booked appointments compared to cold contacts.

Think of it this way: why make it harder than it needs to be? When you call a lukewarm suspect, you can start the conversation with: "I'm calling because Nisse mentioned that you might need help with your sales..."

The difference is tangible - instead of having to build credibility from scratch, you already have a gateway through the referral.

3. Qualify your prospects systematically

Many salespeople make the mistake of treating all prospects the same. After the summer, you can't afford that inefficiency. You need to quickly identify which prospects are worth your time through Adviser Partners' qualification methodology.

A qualified prospect meets specific criteria around relationship, decision process, budget, timing and improvement needs. By systematically evaluating each prospect against these five areas, you can focus your efforts where the chances of success are greatest.

The result? Shorter sales cycles, higher closing rates and more efficient use of your time.

4. Implementing a four-phase process

For B2B sales where the sales cycle extends over several weeks or months, you need a structured four-phase process:

• Phase 0: Booked meetings (Prospects)

• Phase 1: Create interested and qualified prospects

• Phase 2: Present and prove the right solution

• Phase 3: Closure and agreement

Why is this structure so powerful? Because it gives you total control over where each prospect is and exactly what needs to be done to move them forward. You can predict your sales instead of hoping for the best.

5. focus on activities that drive results

After the summer, it is easy to get caught up in 'hard work' that leads nowhere. The successful salesperson focuses on the right activities in the right order.

It's about understanding the formula for increased sales: more activities × higher average deal × better close rate = exponential growth. Small improvements in all three areas yield dramatic results.

But here's the key: structure beats talent over time. Those salespeople who combine natural talent with proven processes become unstoppable.

Next steps: From theory to practice

Understanding these principles is just the beginning. The crucial step is implementation - actually starting to use process-driven methods in your daily sales.

Many salespeople and sales teams realize that they need professional guidance to maximize their potential after the summer. The most successful ones choose to invest in proven sales coaching instead of continuing to improvise.

As a successful salesperson, you know that every day without the right structure is a lost opportunity. The question is: how quickly do you want to take back control of your sales?

Are you ready to take control of your sales after the summer? Adviser Partners' process-driven coaching methods have helped hundreds of salespeople and sales teams achieve breakthrough results. Contact us today to discover how our proven structures can transform your sales from day one. Book a strategy call and get your personalized plan for maximized sales this fall.

FAQ

• Why do many salespeople underperform after the summer holidays?

  After several weeks off, salespeople often lose their rhythm and structure. The prospect pipeline has thinned and the sense of control over the sales process is gone. This leads to improvisation instead of systematic work.

• What does it mean to have 'control' over sales?

  Control in sales means the ability to predict the next step in each sales cycle. When you have control, you can start, change and stop sales processes in a predictable way. The opposite of control is surprise.

• What is the difference between lukewarm and cold suspects?

  Lukewarm suspects are potential customers where you already have a connection through referrals or previous contact. Cold suspects are completely unknown companies. Warm suspects are dramatically more likely to result in booked meetings.

• How does the four-phase process work in practice?

  The four-phase process gives structure to B2B sales through clear phases: booking meetings (Phase 0), qualification (Phase 1), solution presentation (Phase 2) and closing (Phase 3). Each phase has specific objectives that must be achieved before moving on.

• Why is structure more important than talent in sales?

  While talent can produce short-term results, structure beats talent over time. Structured processes provide consistent results and allow for high-level performance even when motivation varies.

• What are the most common mistakes sellers make after summer?

  The most common mistakes are relying on improvisation, treating all prospects the same, lacking a qualification process and not having control over where each potential customer is in the sales cycle.

• How can sales coaching help after the summer?

  Professional sales coaching helps salespeople implement process-driven methods, regain control of the sales cycle and build structures that deliver sustained high results. It's the difference between guessing and knowing what works.

• What are the key areas to focus on to increase sales?

  The three key factors are: more qualified activities, higher average deal and better closing rates. Small improvements in all three areas yield exponential results in total sales.