Current Dilemma: Need a cure for the professional services flu
Flu season hits our sales team four times a year, and it returned the first of the year with a vengeance. This is the worst flu season for our professional service organization. We tie our services to product sales, and every 90 days, when products sell well, a consistent stream of quality sales leads turns over. However, when product sales dry up, so do our service leads.
How can we stop the flu season? What kind of shot do we need to protect ourselves from the effects of a lean sales funnel that depends on our product sales organization?
– Keith, Sales Manager
Flu hits four times a year? Seriously? If this is a serious post, you’ve got something else going on, specially if ‘it’ hits four times a year. Are your sales quotas figured out quarterly? Are you sure it’s flu (very unusual) or just colds? Flu=fever, colds=feeling rotten. Try doubling commissions at the normal ‘flu’ time or offering spiffs for sales made during these times. I would bet that the mystery flu would suddenly disappear.