Summer’s here—and with it comes longer days, vacation distractions, and the myth of the “summer sales slump.”
Ask any sales leader what drives their team, and chances are you’ll hear “money” first. And sure, financial incentives matter. But if that’s all it took, every commission-based salesperson would be crushing it year-round.
The reality? Top-performing salespeople are driven by more than just the paycheck.
If you want to maintain—and even build—momentum this summer, it starts with leading your team the right way.
1️⃣ Understand What Actually Drives Each Person
Not all motivation is financial. For some reps, it's about growth. For others, it's challenge, recognition, or impact. Spend time learning what lights each person up—so you can speak to it, coach through it, and lead from it.
2️⃣ Recognize and Celebrate Often
Summer can feel slow. Keep energy up by celebrating wins—big and small. A shoutout in a meeting, a personal note, or a team recognition post can make a bigger impact than you think.
3️⃣ Normalize Failure as Part of the Climb
Rejection is part of the job—especially in slower months. Encourage your team to learn from it, move forward, and stay confident. Momentum builds when failure doesn’t derail mindset.
4️⃣ Coach, Don’t Just Manage
Great leaders don’t just track numbers—they develop people. Use the summer to double down on coaching. Help reps sharpen specific skills, improve selling behaviors, and keep their pipeline moving.
5️⃣ Refresh Incentives (Go Beyond the Commission Check)
Money’s great—but sometimes a fun contest, a team lunch, or a simple surprise (like an early Friday out) makes all the difference. Keep things fresh and human. Your team will respond to it.
Summer doesn’t have to mean a slump.
With intentional leadership, you can turn this season into a launchpad for a powerful Q3 and a record-breaking finish to the year.
At Sandler Training Chattanooga, we work with sales leaders and their teams to develop proven, repeatable systems that drive motivation, accountability, and results—all year long.
If you're ready to grow your leadership skills, build a stronger sales culture, and eliminate the guesswork, we can help.
📍 Click HERE to learn more about Sandler Sales and Leadership Training in Chattanooga and how we support ambitious sales teams just like yours.
Let’s build your momentum—this summer and beyond. 🚀
