I’ve had colleagues, seniors and most of the sales people I know go through the throes of what seems like never ending slumps. No prospects seem to appreciate their offerings, most don’t even seem to be able to come on the phone. The best in business are bitten by this bug rather regularly and they’re quite easy to spot — beleaguered expression, downtrodden countenance, in general a gloomy outward appearance.
Rather than fretting about the way out to the sunshine states we can actually devise a systematic exit from this maze. The secret lies in not haphazardly working your A off and ending up a flustered wiry haired mess, but in acceptance, meticulous planning, forecasting, future anticipation and contingency plans.
Please accept the facts before beginning to chalk out plans. Accepting and acknowledging the problems as a whole and broken into parts is essential. Without diagnosis there is no prognosis and even a hope for a cure. Downward spirals in numbers might appear to be the only symptom of a sales slump. But, there are many more hidden aspects to a problem than what is evident in the first glance.
Whether it be poor product knowledge, market trends, approach, attitude, support, infrastructure or the quality of your product, always indepth analysis of the present situation ensures a smooth sailing in the future.
The part which actually deserves to be in the last stage of any action jumps up because of our anxiety and often ends a good recovery before it can even become. Managing symptoms is what the medical profession terms such an approach. These are steriods to manage a rash rather than curing the underlying condition. Increase the hours/numbers you spend on outreach, take references, study new methods, study the trends of the market, network, speak to veterans for similar experiences and read the experts. There are myriad ways to overcome the ‘Sales Slump’ whether one approach works or a mixture of all/some of them it depends on too many conditions to elucidate here.
Keeping templates ready for mitigating future disasters but keeping yourself flexible for figuring new ways. Evaluate each area that you are responsible for including, training approaches, corporate policies, procedures, philosophy, communication, sales reporting, management style, and product/service quality issues that may contribute to poor sales performance.
All strategies might not end up In results but no one thing ever has.