This archive report was first published on 8 January 2020.
As the holiday season comes to an end and schools reopen, many salespeople find themselves struggling to get back into the swing of things. The 'Njaanuary' effect, a Kenyan term for the financial hangover experienced after December's high spending, can make it difficult to get buyers to respond to sales pitches.
However, there are ways to overcome this challenge. One approach is to invest in back-office staff, who are often the unsung heroes of every sale. By sharing free goodies from clients with them and involving them in the sales process, salespeople can reduce their target and increase their chances of success.
Another strategy is to prepare oneself before the sales season hits. This can involve planning ahead, diarising important dates, and marshalling the resources needed to close deals. By taking the time to build relationships with key contacts, such as government officials or subject matter experts, salespeople can make it easier to access them when they need to.
Finally, it's essential to check one's attitude and make sure it's not contributing to the 'Njaanuary' effect. Sellers who are infected with this mindset may justify sitting around the office doing nothing, claiming that it's still early in the year and buyers aren't biting. However, this can lead to a downhill spiral and make it even harder to get back into the sales game.
