Every July, someone on the team says it:
"It's just slow right now."
It's a sentence I've heard more times than I can count. Sometimes, it's whispered by a salesperson trying to justify a quiet pipeline. Other times, it's said out loud in a meeting like it's a fact of life—unchangeable, inevitable.
But let's be honest. The season is not the problem.
What is the Problem?
Too often, a lack of structure and accountability is disguised as an external circumstance. Pipeline conversations get softer. Prospecting gets less consistent. Leaders start hearing "everyone's on vacation" instead of holding the line on the activities that generate revenue.
If the process only works when everything is perfect, it's not a process.
And if your team’s results disappear in the summer, it's not the heat—it's the habits.
Sales Doesn't Stop for Summer
Deals may take a little longer. People may be traveling. But the reality is that your prospects’ problems didn't go away. They still have issues to solve. Budgets to spend. Goals to hit.
The question is whether your team will keep them in their line of sight or let them quietly fade into the background, waiting for "fall to pick back up."
Summer is a Strategy Test
Want to stay productive while others coast? Have your team start here:
1. Requalify the Pipeline
Don't mistake "it's not a no" for "it's still alive." Clean it up. Confirm who's still engaged, who's stalled, and who needs to be closed out.
2. Time-Block the Right Behaviors
Summer prospecting shouldn't be optional. Schedule it. Protect it. The team that builds the best pipeline in July wins Q4.
3. Mid-Year Reset
Now is the time to recalibrate. Are the goals still realistic? Is the team focused on the right behaviors? Skip the motivational fluff—this is about execution, not encouragement.
The season is not the problem. The strategy might not even be the problem.
It is about commitment, process, and discovery.
If you don't have the pieces you need, we'd love to help you fix it.
