How To Get Out Of A Sales Slump
08.15.14 | Job Search & Career | David DeMelo, Division Manager at Treeline, Inc.
We have all been there, and if you have not experienced it yet, you will. Sales slumps are those times when you just can’t find your way. It’s when you can’t seem to close the sale regardless of everything you think you are doing right. It’s when you are working harder than ever, but all you feel is pressure and it’s when you ultimately feel hopeless and doubt yourself. If you are in a sales slump, you know that the most important thing is to get out of it as quickly as you can.
Sales slumps can start from a series of unfortunate circumstances or a streak of bad luck. They can be due to external forces that seem to be out of our control. It can be a string of bad conversations, appointments missed, or deals falling through last minute that you thought were a shoo-in. These can all be frustrating and if you let them, they will weigh down on you and take you off your path.
Don’t let a sales slump have you doubting yourself and your selling ability. Here are some tips to help you get back on track and overcome the slump.
1. GET BACK TO BASICS
Hit that RESET BUTTON! When you are in a sales slump, it will seem that the pressure builds and builds and with that comes distractions. Rather than let the pressure get the best of you, give yourself a reset. Go back to the basics and re-think the simplicity of the role. Have a plan of attack every day and set daily/weekly goals that can get you back on track. The point is to keep it simple. Do not abandon your sales procedures. A sales process tells you exactly what needs to happen in order to complete a sale. You have procedures in place, use them! For an example, when you get to the office ask yourself:
- Who can I close today?
- Who can I set up to close today?
- Who can I follow up with?
- Who can I introduce myself to?
Reset your goals and move forward with a fresh start. Sometimes you just need to take the pressure off and allow yourself to start with a clean slate.
2. GET OUT OF YOUR OWN HEAD
Sometimes a sales slump is more mental than anything else, meaning that once you experience a few strings of “bad luck,” you start to get in your own head. Sometimes the low professional moments can cross over into your personal life and vice versa. It could be that something in your personal life may be affecting you in your job, so make sure you identify what that is and develop a strategy towards a solution. One thing I might add is make sure you are taking time for yourself and are staying equally as motivated and passionate in the office as you are out of the office. When you are trying to overcome a mental obstacle, it sometimes helps to take on another kind of challenge. This could be switching up your workouts, going away for a weekend, reading a book, volunteering or just trying something you have never done before. Basically try something new to get out of your own head. It’s a great way to recharge the batteries and break a bad pattern.
3. DON’T GIVE UP
This is a must, even when you “don’t feel like it”. Sales is hard, but it is also rewarding when you see your hard work pay off. More is always more, meaning activity drives sales. The more you do, the more you will get out of it. Set yourself up to build a pipeline, and don’t put all of your eggs in one basket. Having more on your plate is better than less. And if you are feeling lost, find ways to eliminate distractions and don’t be afraid to ask for help. Surround yourself with positive people and leaders. Use your team and manager as a resource and use the tools they provide you with to get back on track. Remember, you have been successful before, so know what it takes to be successful again. Just don’t give up!
At one point or another, we may all experience a sales slump. And let’s face it, life is hectic and sometimes unpredictable so we may get distracted and even get off track. It’s frustrating and challenging, but if you can find the light at the tunnel it will make you that much more of a sales warrior. When a slump happens, remember that you are a true professional and you are confident in yourself. Recognize it and own it.