Many sales leaders dread the summer months. Prospects delay decisions. Reps take vacation. Pipelines stall. Motivation dips.

But here’s the truth: the best sales teams don’t take the summer off - they shift into focus.

If your team is losing steam, the issue might not be skill or effort - it’s attitude. And that’s where you come in.

In Sandler, we use the Success Triangle: Behaviour, Attitude, and Technique. Let’s focus on the first two and reset your sales climate before summer stalls your momentum.

Thermostat vs. Thermometer: What Kind of Leader Are You?

A thermometer reacts to the environment. A thermostat sets it.

Sales leaders who act like thermostats don’t let the season set the tone - they lead it. That means showing up with purpose and coaching your team to do the same.

1. Focus on the Triangle, Not Just the CRM

Start your next 1:1 with this question:
“Where do you feel strongest right now - your behaviour, your attitude, or your technique?”

Let them reflect. Guide them. Remind them that daily behaviour drive results, but attitude drives the behaviour.

2. Revisit Personal Goals

Help each rep reconnect to their “why.”
Ask:

What goal did you set in January that still matters today?
What’s one thing you want to achieve before fall?
What does a successful summer look like?

Now link that to a behaviour plan. A clear goal brings new energy.

3. Focus on Micro Wins

Big wins might slow down in summer. That doesn’t mean your team is failing.

Create a scoreboard for:

3 outreach messages per day
1 strong question on every call
2 follow-ups before lunch

Small wins build big confidence.

4. Model the Mindset

Salespeople watch their leaders closely—especially during slow seasons.

Show up sharp. Be consistent. Set weekly goals for yourself. Share your progress.

You are the thermostat. Your attitude becomes theirs.

Final Thought: Summer Doesn’t Have to Mean Slow

Many sales leaders assume summer is slow. That belief becomes a behaviour. And that behaviour becomes a slump.

Flip the script. Focus on attitude. Reset the thermostat.

Your team will follow your lead.

Ready to reignite your team’s mindset? Book a 15-minute chat

How to Reset Your Sales Team's Attitude During the Summer Slump