zandax online course logo
Info, Blogs, Contact & Login

10 Errors to Avoid in Sales Part 10: Not Building in the Quiet Times

From the ZandaX Sales Blog

Articles to make you more effective in your sales career

10 Errors to Avoid in Sales Part 10: Not Building in the Quiet Times
A post from our Sales blog

      Written by John Boddington

How do I use quiet periods in sales productively?

Almost every industry has peaks and troughs when it comes to business. I have yet to see a single company that expects to make the same money every month of the year. Simple examples of this are many companies in the retail industry that expect major peaks over holiday periods like Christmas. In the film industry, most big releases occur in the school holiday periods, with quieter periods in between. In construction, the rainy season tends to be quieter than the warmer, dryer seasons, and in tourism, you obviously expect to see more tourists in the warmer months, unless you are gearing specifically for winter weather, like skiing.

So, for most companies, a couple of questions arise. Firstly, do you know what your busy periods are/should be? This might seem obvious, but some industries are not as clear as others. In other industries, while there are still peaks and troughs, they are not significant enough that you can reduce staff during the troughs, so you do still need a full staff complement.

Secondly, and perhaps more importantly, what do you do in the quiet times? So let us assume that as a company owner, or sales manager/director, you do know your industry well enough, and that you do know when your quiet times are. Or perhaps you are in sales yourself, if you know your industry, you should know when things quieten down, and when things pick up. What do you then do about it?

how to use quiet periods in sales productively

From the company's perspective, you can encourage people to take leave over quiet times. I have worked at many companies, but usually not in retail. What this has usually meant is that many of the companies closed completely between Christmas and New Year, or went down to skeleton staff. In Johannesburg in South Africa, it seems almost half the city migrates down to the coast over Christmas and New Year to enjoy a nice summer time holiday. Most staff with families at the company were given leave, and the single people stayed on as the skeleton staff.

But if you are going in and working, do you just laze around? If you are in sales, you will obviously be trying to close what sales are possible, and if you are smart, you are planning ahead and building for when things do pick up again. I have worked in a company that struggled to get people to make decisions over December, as people are still at work but in a holiday mood. We spent the month of December building and arranging times for exact calls, or visits, once the people were functioning again in January. So the January peak was added to by the planning and meetings arranged in the quiet December weeks. You could get January off to a bang as you had planned ahead, rather than having to start fresh in January, and see a gradual pick up.

So, if you are in an industry that does see some seasonal adjustment, and want to make sure that your peaks are as high as Everest, take advantage of the quieter times and start to build ahead. Be as proactive as you can be in those times, and the rewards will be just around the corner. Fail to do so, and your possible Everest can become just a hill in the Cotswolds.

What do you think? Let us know what you think in the comments below.

Download our Free eBook:
10 Errors to Avoid in Sales
More Recommended Articles
Online courses to boost your skills
Click a button to see more about each course
Personal Development
Microsoft Software
online logo
ZandaX – Change Your Life ... Today
All content © ZandaX 2021
Close menu element
See how you score on a range of skills that are critical to your well-being and performance
Communication Skill test
Communication Skills
How Can You Communicate Better?
Would you like to see what kind of communicator you are? And how you can improve the effectiveness of your communications?
Likeability test
How Much Do People Like You?
Do you sometimes wonder just how likeable you are? And wouldn't you like to see how you can (genuinely) become more likeable?

Time Management test
Time Management
How Can You Make More Use Of Your Time?
Are you frustrated by how easily time slips away? Do you get frustrated when things don't get done just because you run out of time?
Assertiveness test
Are you Passive, Aggressive or Assertive?
Would you like to know where you fall on the behavior spectrum? Does your response to events sometimes surprise you?

Close menu element
Information & Resources
ZandaX information
Read more about us, our Privacy Policy and our Terms of Service
See how we want to help you, and how we make everything easy for everyone
Callback request
ZandaX Blogs
Articles to increase your knowledge and understanding in key areas of your life and career.
Read our blogs on Personal Development, Business Skills and Leadership & Management

Time Management test
Log In
Log in to your online dashboard
View your courses, review what you want and download your workbooks and certificates
Assertiveness test
Contact Us
An easy online form to get in touch
With options for More Information, Customer Service and Feedback

Close menu element
Learn About:
Personal Development
Microsoft Office
Microsoft Project
Microsoft Visio

[NOTE: Mouse over the titles above,
then to visit the website pages you want,
click on the links in the right hand panel]
Our courses
We have everything covered: learn all applications at all levels!   All courses are CPD certified.
Microsoft Excel courses
Microsoft Excel Introduction
Microsoft Excel Professional
Microsoft Excel Intermediate
Microsoft Excel Advanced
Microsoft Powerpoint courses
Microsoft Powerpoint Introduction
Microsoft Powerpoint Advanced
Microsoft Word courses
Microsoft Word Introduction
Microsoft Word Intermediate
Microsoft Word Advanced
Microsoft Powerpoint courses
Microsoft Access Introduction
Microsoft Access Intermediate
Microsoft Access Advanced
Microsoft Outlook courses
Microsoft Outlook Essentials
Microsoft Project
Enhance your project management with our two intensive but very easy-to-follow CPD certified Microsoft Project courses.
Microsoft Project courses
Microsoft Project Introduction
Get a solid foundation in Project software to create solid, resilient project plans.
You don't need prior experience with Project: just be able to use a PC with Microsoft Windows.
Microsoft Project Advanced
The Advanced course takes you to a level that will put you in complete control of your projects.
You should, of course, be fully conversant with the skills and concepts taught in the Introduction course.
Microsoft Visio
Become a Visio master with our two intensive but very easy-to-follow CPD certified Microsoft Visio courses.
Microsoft Visio courses
Microsoft Visio Introduction
Get a solid base for using Visio to create high quality, impressive diagrams.
You don't need prior experience with Visio: just be able to use a PC with Microsoft Windows.
Microsoft Visio Advanced
This course will enable you to use Visio to design graphics at the highest level.
You should, of course, be fully conversant with the skills and concepts taught in the Introduction course.
Take a look at our new Marketing section which we begin with two great books on Copywriting.
... There's lots more to follow, so stay tuned!
Copywriting books
Copywriting for Results
A two-book set that will give you all you need to write great copy every time.
Get the first book to learn the process, then the second to see how to apply it to all media types.
  • Copywriting for Results: Your Complete Guide
  • Copywriting for Results: Putting It Into Action
Watch This Space
We have more in the pipeline so be sure to check back soon to see what's new!
More marketing books
Great, easy-to-follow CPD certified courses on skills that will change your life!
Learn How to Stop Wasting Time!
Time Management course
Get more out of every day of your life ...
Boost Your Self Esteem: Be Assertive
Assertiveness course
Learn how to deal with bad behavior
Great Communications = A Happy Life!
Communication Skills course
Supercharge your communications
Improve Your Relationships
Building Relationships course
Learn how to be more likeable!
Get a Plan to Beat Your Stress
Stress Management course
Learn how to reduce & manage your stress
It's the Behavior, Not the Anger!
Anger Management course
Control anger in yourself and other people
Site Cookies
We have placed cookies on your device to help make this website better.

You can change your cookie settings in your browser. Otherwise, we'll assume you're OK to continue.

I'm fine with this