You know what cracks sales managers up? When a struggling rep blames their lack of sales on the season. “It’s summer, everyone’s on vacation!” or “It’s December, budgets are frozen!”
Let me break down this year-round excuse festival:
SPRING: “People are distracted by nice weather!”
Right. Because your prospect was about to sign that $50K deal but decided to chase butterflies instead.
The real problem? Your value proposition is weaker than gas station coffee. If they’re choosing sunshine over your solution, you haven’t shown them how you’ll stop their business from burning.
SUMMER: “Everyone’s on vacation!”
Fascinating how your entire market coordinates their PTO schedule. Amazing!
Here’s a thought: while half your competitors are at the beach getting sunburned, someone’s still in the office with budget and pain. Find them. They’re probably desperate for attention and solutions while holding down the fort.
FALL: “They’re saving budget for next year!”
Ah yes, the mythical Q4 hibernation where businesses stop solving problems.
Truth bomb: if they have pain right now, they’ll find money. They’re not telling you “no” – they’re telling you your ROI story sucks. Fix that.
WINTER: “Holiday slowdown, then Q1 ramp-up!”
Somehow we’ve convinced ourselves January 1st magically refills budgets and changes priorities.
Know what the best reps do in December? They’re helping clients spend remaining budget while securing spots in next year’s plans. They’re feasting while you’re hibernating.
Want to know the actual seasons of sales?
- Value
- Persistence
- Problem-solving
- Execution
The weather doesn’t cause your sales drought. Your approach does.
