Sales Slump

Getting Your Groove Back  

Your teenager just wrecked the car.  There was a death in the family.  You’re remodeling your home….. it’s called ‘Life’.  And contrary to the stereotype; Sales Professionals have them.   There are many things that can happen in one’s personal life that negatively impact one’s professional life.  It’s happened to the best of us, trust me on this.  Everyone falls into a sales slump from time to time. It’s natural and it’s going to happen.  The best way to deal with it is to acknowledge it, look inward to find the causes and when you’re ready to overcome it (no wallowing!), address it head on.  Here are a few steps to put you on the road to sales recovery:

 

  • Call on your established customers- Chances are that you are the most comfortable with them, and have built a solid relationship with them.  Ask if there’s anything they need from you.  Ask if they’re facing any new challenges or entering new market segments that you can help them address.  Talking to customers who already trust and respect you, and perhaps finding new ways to meet their needs, can give you a real pick-me-up in how you’re feeling about yourself and about your skills.
  • Surround yourself with positive people- Have you gravitated towards the other members of your team who are also in a slump?  If so, knock it off!  Don’t fall into the ‘misery loves company’ cliché but instead start hanging around the people who are doing well and have a positive attitude.  It can’t help but rub off and shift your thinking a bit. 
  • A bird in the hand….- Pursue accounts that have a short sales cycle.  Yes, this also usually means less money, but it’s money you can get your hands on now, not 6 months from now.  Work yourself out of your slump by closing multiple smaller deals, the momentum will get you going more than plugging away for months on that one big deal without having any money coming in.  when you’ve worked your way out of that slump and have momentum behind you, then go for the gold with the big deals.
  • Learn something new-  Sign up for a seminar, a brown-bag meeting, or an online class in sales techniques, or in some area of your industry.  it is always refreshing to get a new perspective, and even the most seasoned sales professionals can pick up at least one new approach, trick or piece of advice from a sales seminar.  The networking potential at such a gathering certainly couldn’t hurt either.