Sales Outflow Targets Increase at Xmas

Because it is the biggest selling season of the year and because we believe that outflow (of calls, emails, and letters) equals inflow (of customers and sales), we increase the outflow or total contact targets for salespeople in the period leading up to Christmas.

We have observed over the years that not only does outflow cause immediate inflow, but it also has a cumulative effect that is seen about six weeks later. Therefore, for the Christmas season, we start increasing the total contact targets at least ten weeks before Christmas Day. The total contacts targets should peak six weeks before Christmas and then remain at that high level until Christmas Eve, or until the salespeople are so busy helping customers all day that they can factually no longer make contacts.

It is also a fact that the closer we get to Christmas, the busier salespeople will be helping customers, and they will not have time to do as much outflow. So starting early to build up momentum rather than waiting until the last minute will ensure higher sales throughout the month and continuing into the busiest two weeks leading up to Christmas Eve.

It would behoove the salespeople to stay late as necessary in order to make their targets and increase their outflow in those crucial ten weeks before Christmas in order to maximize their personal sales and the store’s sales during the busy two weeks before Christmas.