Q: Rock, the company where I work has a slow season in mid-spring every year. Our leadership uses that time to update our website and do all kinds of housekeeping things related to the business and our physical plant. It’s always nice going into the busy season with everything organized, but I wonder if we’re not missing out by letting our sales momentum backslide?

To me, if we want more sales in April, we should be selling more in December and January and really keeping our discipline up. I feel like the time that we relax in April will set us up for another slowdown in August or September from our lack of initiative. I am not a decision maker in this company. I’m just a machine operator. If I wanted to mention this to somebody, I want to make sure I’m right  before I start pontificating. And, second, who should I talk to?

Thanks Rock, I always appreciate your sensible approach.

A: In most companies where you have a continuous flow of business with some seasonal ups and downs, it helps to keep the sales program highly tuned and active. When seasonal ebbs and flows are due to market conditions or materials availability, sometimes no amount of salesmanship will change your numbers.

If you are really curious about this, it would be good to have a discussion with someone who is knowledgeable about your industry, your customer base, and your type of business. As advisors to the graphic arts industry, we would be an excellent resource for you.

You say you are “just” a machine operator, but all employees are vital to the operation of the company and to its success. I think your employer would be impressed with your interest in this element of the business. If you have ideas about how to level out the peaks and valleys in production and sales, I suggest you write them down ahead of time and organize them in a fashion so that, if you have a conversation with your manager or the owner, you can present them professionally. Write down any questions you have, and take notes on what you learn.

If you are interested in management in your future, I would make that known. Not all bosses are observant enough to know when employees are ready to take on the next level of responsibility. Thank you for your question!

About the author: Rock LaManna is the industry gold standard for professional advice and consulting services, helping business owners maximize the value of their businesses, optimize the efficiency of their operations, and plan and execute an exit strategy. Visit RockLaManna.com for more information.