Our sales cycle slows down dramatically during the summer months. How do we prevent our sales reps from checking out when their revenue and close metrics inevitably go red on the scorecard?

Question

Tyler Smith · Accepted Answer

When sales naturally slow down, keeping revenue targets on your weekly scorecard can demoralize your sales team and cause them to check out. To maintain accountability and keep your team motivated, you must shift the scorecard focus from lagging results to high volume leading activity metrics during your off peak season.

While you cannot force a client to buy in July, you can control how many discovery calls your team makes, how many follow up emails they send, and how many networking events they attend. During the slow months, lower your weekly revenue targets to match seasonal reality, but raise your targets for relationship building activities.

Track metrics like outbound touches, reactivated client outreach, and database clean up tasks. This keeps your sales reps focused on productive work that builds a massive pipeline for your peak season.

When your sales team realizes their scorecard is graded on their effort and activity rather than market stagnation, they will stay engaged and focused. Review these activity numbers in your Level 10 Meeting to ensure the pipeline is filling up so that when your peak season arrives, your team is ready to hit the ground running.