Even when you’re doing everything you should – making calls, sending emails, making connections and following up, the hardest working salesperson can experience a slump.
According to inc.com, slumps are normal. Everyone, yes everyone, has them. Statistically speaking, all things being equal, dry times are a result of random chance. The same is true for peak sales periods. If you built it, they will come, meaning sales. Hang in, keep working hard and the sales will come back around.
Random chance
Inc.com compares the feast or famine cycle to a coin toss. Asked what pattern a series of coin tosses would look like, the consensus was the following:
- THHTTHHTTTHTTTT or
- HTHTHTHTHTHTHTH
Most assumed the second sequence, however, when tossed, the first is more likely, alluding to the random chance theory. Although more tails came up randomly, in a series of tosses, heads is just as likely to win.
Plateau
Plateaus are also normal. As a sales professional, you’re always learning, always honing your skills. A plateau may signal time to integrate new skills into your repertoire. Plateaus and slumps get you ready for what’s next. Get organized and plan during these times. A huge sales spurt may be on the horizon.
Soul searching
Search your soul for other factors. Are you motivated? If you’ve already reached quotas time after time, motivation stagnates. You may be on auto pilot. Find a way to come up with goals that will not only increase sales but will make you happy.
Do your job
Although the above plateau is inevitable at some point, you must do the work.
Ryan Stewman’s sales blog says that emotion is a sales professional’s enemy and costs commissions. He suggests that salespeople avoid negative emotions that a slump or plateau might case and trudge onward.
If one person says no, push on to the next, then the next, etc. “No matter what you sell, you’ll eventually close a deal” and it’s your job to keep moving.
He goes on to say that “the key to closing is confidence.” If you’re emotional about slow sales, your confidence takes a hit. Find ways to boost your self-worth even in a non-productive cycle.
Watch a motivational video or read a good book or blog. You may also invest in additional training.
Sales is about numbers. Put in the work and sales will come, but don’t sweat it if they’re taking a temporary nosedive. Be a shark – keep moving on the right prospects and your work will eventually pay off.
For more information about Insured Solutions, contact info@insuredsolutions.net.
Sources:
https://www.inc.com/geoffrey-james/3-ways-to-beat-a-sales-slump.html
https://www.engageselling.com/articles/060220article_snap
https://hardcorecloser.com/2015/09/how-to-psych-yourself-out-of-a-sales-slump/
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Tamera Shaw is a freelance writer for Insured Solutions based in Louisville, Kentucky. She writes fiction and enjoys amateur photography. She happily shares her life with husband Ron, daughter Cate and sage cat, Sophie, who grudgingly shares her home with the newest member of our family – Nieko, our new kitten. |