Sales managers often dread the summer slump. Reps are distracted, deals are delayed, and vacations are in full swing. But Sandler-trained leaders know how to keep teams accountable—without becoming the summer Grinch.

Keep the Playbook Alive:
Use your team’s Sandler cookbooks and behavioral scorecards to reinforce consistent activity. Summer isn’t a time to lower expectations—it’s a time to adjust your focus.

Focus on:

- Booking meetings now for late August or September
- Creating referral and review campaigns
- Training and role-playing when prospecting is slower

Coach More, Manage Less:
Your team doesn’t need more pressure—they need clarity. Use your one-on-ones to:

- Check activity levels
- Celebrate small wins
- Troubleshoot objections
- Reset goals for Q3

Celebrate Progress, Not Just Closures:
Deals take longer in the summer. But that doesn’t mean your team isn’t making progress. Acknowledge:

- Creative outreach attempts
- Breakthroughs in technique
- New meetings booked

Plan Ahead:
Now is the time to:

- Map out Q4 campaigns
- Align with marketing on fall initiatives
- Evaluate training gaps to fill during summer months

When you lead with structure and empathy, summer becomes a setup for a strong fall.

Managing Salespeople at the end of Summer: How to Lead Without Losing Momentum

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