Don't look now, but 2025 is already halfway "in the books" and whether you and your sales team are ahead of target, stuck in a slump, or somewhere in between, the second half of the year is your moment to reset, refocus, and rally.
Summer isn't the time to coast; top performers know there is no "off-season" in sales. For sellers and managers alike, now is the perfect window to double down on what works, fix what doesn't, and charge into Q3 and Q4 with confidence.
With that in mind, we offer six high-impact ways to reignite your sales performance and close the year with momentum, motivation, and massive results.
1. Review/Reset your Strategy
Take a timeout to review what's working—and what's not. Are you chasing the right leads? Is your pipeline strong enough to reach your year-end goals?
Identify which tactics brought in your best wins and where you're losing deals and chasing unqualified opportunities. If you're a manager, schedule time with each rep to assess individual goals, strengths, and challenges and recalibrate your strategy. Suggestion: Set three clear, realistic goals for Q3 – deals closed, new market uncovered, major presentations, etc. – that you can track and measure together.
2. Rekindle Prospecting Discipline
Let's be honest—nobody likes prospecting, but you don't have to like it; you just have to do it! If the first half got away from you, now's your shot to rekindle the habit and build the momentum you'll need to crush Q4. Treat prospecting like your morning workout; block off 60–90 minutes of protected prospecting time on your calendar every day - non-cancellable, non-negotiable. If you're a manager, make it part of the team's culture and celebrate prospecting wins, not just closed sales.
3. Seek or Provide Targeted Coaching
Elite athletes, artists, and musicians rely on coaches. Great salespeople are no different; they constantly seek fresh feedback, new skills, and sharper tools. Whether it's objection handling, discovery, presentation skills, or closing, there's always room to grow.
Managers, we know you don't like to role-play with your people (!), so Sandler offers a complete suite of Sales Reinforcement Services, including AI Roleplay Coach, a virtual AI tool that allows sellers to fine-tune their pitch and receive real-time critiquing of their approach.
4. Dig Into Your Data
Data tells the real story of your team's performance. What's the quantity/quality of deals in the pipeline? What's your close rate? Where are deals stalling? What is your time to close? Whether you're a seller or a manager, you should have dashboards that track the metrics that actually drive revenue—like pipeline velocity and stage conversion rates.
If you haven't done so lately, now's a great time to purge your pipeline. Remove stale deals, re-engage warm ones, and prioritize high-probability opportunities.
5. Don't Forget Your Existing Clients/Customers
Want to build on first-half successes? Look to the clients/customers who already said "yes." Upselling, cross-selling, and renewals of existing business are often easier and more profitable than net new deals.
Schedule account reviews with your current customers to identify new opportunities and uncover new problems you can solve with your product or service. Identify 5–10 existing accounts with untapped potential and build a personalized expansion plan for each.
6. Recommit to the Mindset That Wins
All the sales tools and tactics in the world won't matter if your mindset's off or if we allow "head trash" to get in the way. Sales is a mental game, much like sports. (Or as Yogi Berra once said: "Baseball is 90% mental, and the other half is physical.")
Whether you're a seller or a manager, reconnect with your purpose. Why do you do what you do? What are you working toward? What's the end game? (Action item: Read Start With Why by Simon Sinek.) Then, start each day by journaling, a podcast, or some other form of positive affirmation.
The second half of 2025 is your chance to write the ending you want for the year. Now is the time to bring your best because the teams that hustle hardest after halftime are the ones celebrating when the final buzzer sounds.
