I’ll offer these tips by pointing out that many sales teams struggle to hit quota during the holiday season – and these issues come from many different angles, including:
- It’s a shorter quarter with weeks off for potential clients.
- Potential clients take an extra PTO during the holidays, in addition to company-wide holidays.
- Company-wide freezes—like code, website, purchases, and budget freezes—tend to happen during the holidays.
- The the last The thing the company wants to do is break their systems during the biggest sale of the year.
Finally, I generally find that the anxiety that stems from these factors can cause actors to push their contacts too hard – causing an endless cycle of increasing pressure with no way to mitigate it. But while creating the kind of year-end motivational delegates who need to address these issues can be difficult, I personally love Holidays.
They’ve always been there with the highest months working as a salesperson, and I always see my team consistently outperform the others when that time of year comes. So what is the secret? Well, it’s very simple – instead of pushing, pull.
Break the cycle of pressure to reach the quota by playing this holiday season and spreading joy! The holiday season is prime time to hit your quota and prepare your team to break their records for the coming months – but only if you play your cards right.
Here are some basic tips and tricks you can take advantage of to make sure you and your representatives are successful this holiday season.
How to help your team reach the stakes during the festive season
Festive competition stage.
Every December, I’d run a holiday contest for my team—a strategy passed down to me from my boss when I was a salesperson. If the delegate appoints a meeting, he will receive a lottery ticket. If they put two in one day, they get two tickets and they can pick a gift-wrapped gift from under a tree you put in the office.
At the end of the week, run a sweepstakes and send home winners with additional prizes. These gifts should be fun, low-cost, and get everyone driving towards finding the next leader – rather than throwing in the towel over the holidays.
Gifts ranged from Mini Zen desk gardens (a personal favorite) to Bluetooth speakers and phone stands. There is a lot of talent you can find on Amazon, and over the course of my time in management I’ve made a list of my favorites for each year.
Since many of us are working with remote teams this season, this competition can still be taken advantage of by using virtual raffles, randomly numbering each gift, and having it delivered to your team members’ homes.
This is it content To motivate your reps to reach the set quota while putting your team in the right frame of mind to spread positivity during the holidays. Who wouldn’t want to take a prize home with them?
Encourage reps to send holiday gifts to potential clients.
Reciprocity is an essential component of a fruitful and mutually beneficial sales effort. To that end, gifts are a great way to move the deal — or put your foot in the door with a contact you’ve been trying to break into for months.
Develop a strategy with your team about the companies they want to send gifts to. Make a list of hard-to-crack accounts, potential customers who have gone silent, and other potential customers who could use a gift to keep moving forward with the deal. Determine the right gifts and budget before The holiday has ensured that you have everything you need to make this strategy work.
The more personalized and thoughtful it is, the higher the chances of achieving the outcome your representatives want – whether that’s a lead generated, a closed deal, or any other productive end game they might be looking forward to.
For example, if your representative notices that a potential customer has a cup of coffee half full on their desk all day, consider sending them a cup of coffee that keeps drinks hot all day.
Gift baskets, headphones, handwritten notes – the possibilities are endless. Do not know what to send? If your team chooses some gift options, try asking the representatives to reach out to potential clients and let them decide for themselves.
Put deals, discounts and limited-time offers (LTOs) into effect.
The concepts of scarcity and FOMO can be applied to an extreme during the holidays – especially if your company is offering long-term operations to potential clients who sign up during this time.
Before the holidays, host a training session to guide your team on effectively selling long-term monitors. You’ll want to structure how your reps deliver the show and on time in the sales process to give the news to your potential customer.
This strategy can be a little tricky. Tell them too early, then the discussion becomes about price rather than the value of your offer. Tell them too late, and you may lose the momentum you built with the prospect. No matter what, make sure your potential customer is convinced of the value of your solution before Communicate changes in pricing or transaction structure.
When done effectively, potential customers will be motivated to benefit from your solution (resulting in long-term retention) and ready to take advantage of the long-term vacation period. But while this strategy is effective in a proper setting, it doesn’t work if prospects think these deals are off-the-shelf – so make sure your reps report that the deals won’t last forever!
Implementation of leave discussion track reviews.
No matter what previous advice your team implements, everyone should focus on value – every salesperson needs to prioritize communication the value Who is your bid and why is it important to buy now.
While this is the case month after month, sales teams can revise their conversation paths to include more holiday-oriented language — putting potential customers in a good mood while effectively allocating the value of your company’s solution with the time of year.
Make sure your sales team is ready for the typical objections that come up during the holidays — like pricing, budgeting, or pushing conversations into the new year. Your team needs to understand both Why Horizons are looking for a solution and How do Delaying conversations will impede the potential customer’s ability to resolve issues related to your offer.
When such objections arise, your team can take advantage of what they understand about a potential customer’s needs to drive urgency and move the deal forward.
They should stay informed with questions such as:
- What are the potential client’s goals for the next year?
- How will you now begin to prepare them to achieve those goals?
- Why is it important that they start now to ensure the success of these goals?
- What risks has the potential client revealed that they are working on now?
- How can your offer mitigate this risk?
- What would they lose if they don’t start now?
It’s all about creating urgency and communicating about the cause currently It’s the perfect time to get started with you.
The holidays often get a bad reputation among salespeople – but that shouldn’t be the case. This time of year provides excellent opportunities for your team to create a sense of urgency and take advantage of the spirit of the season.
It’s also a time for delegates to thrive and set themselves up for future success – even if potential clients can’t meet right away due to time or company constraints, they become hot followers your team can tap into right at the start of a new year.
One way or another, you, as a director, can always find effective ways to motivate your actors and help them beat it this holiday season. Although the list of tips and tricks I have here is not exhaustive, they will prove to be very useful when this time of year comes.