How to Beat a Sales Slump
Written by Adrian Miller, President of Adrian Miller Sales Training
[Contributing Author]
Have you ever experienced the dreaded downward curve or slump in your sales? Most of us certainly have. If you’ve been through it, you probably have a clear recollection of that lump in your throat, adrenaline-pumping moment when you realize that you need to scramble if you’re going to make your sales goal or quota. The feeling can be overwhelming and can set even the most seasoned salesperson into panic mode.
Of course, the best advice that I can give is to not let your sales dip in the first place. But, I’m not here to lecture. Instead, I have some good news about digging yourself out of a sales slump. Yes, it can be done, and usually faster than you think. You need an action plan, a positive attitude, and the drive to get things done. Maybe the following tips are only a refresher of what you already know, or perhaps they’ll give you a few new ideas. Regardless, these ideas work, and if you’re heading down the path of a slump, you’ll want to start here:
Go After the Low Hanging Fruit
Make a list of prospects that are attainable in the short-term. This isn’t the time to throw the "Hail Mary" for a long shot sale. Set your sights on those who can generate you some real sales now and work your charm on them sooner, rather than later.
Get Critiqued
When you’re in a sales slump, you need an honest evaluation of your abilities from someone who is objective. No, don’t ask your lunch buddy in the next cubicle. Ask your manager or someone you respect within the organization to evaluate your sales performance and presentation. Then, pick his or her brain for ways to improve.
Read Up
A sales slump should inspire your desire to hone your skills. Obviously, once you pull yourself out of this funk, you’ll never want to go back. Read sales books, articles, newsletters, and websites. Attend a seminar or a webinar. Explore new techniques, pick up innovative tips, and uncover fresh ways to sell to your prospects.
Stop the Blame Game
It’s natural to start looking for answers as to why you’re experiencing a slump. However, this isn’t the time to start blaming others or yourself. It doesn’t matter who or what is to blame. Your time and energy is better focused on developing strategies to improve your situation.
Try Something New
The truth is that you’ll always achieve the same outcome if you’re always doing things the same way. Branch out. Explore new techniques, strategies, methods. Who knows – you might just uncover a better, more successful way that will lead to better results.
Adrian Miller sales training delivers executive-level strategic consulting and sales-level performance training for your unique business. As a recognized sales training expert, Adrian’s results-driven solutions go far beyond “theory” and “feel-good rhetoric.” Her vision is focused exactly on what you need: a sales force that is achieving more. She can be reached at amiller@adrianmiller.com You may also click here to check out her blog.
What suggestions do you have for someone trying to climb out of a sales slump?
Adrian, I don't know how old you are or how long you have been in this business but I would bet my time doubles yours. The point is, you are correct! When things seem to be down and all of those around you are whining, you need to make more phone calls! You need to network, take the easy order, and in doing so you can't help but build a strong base because if you can go out when everything is bad, you will do well. What you say is not new but I am glad you brought it up because the inexperienced need the lesson and advice.
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Thanks for your comment. I started my business 20 years ago and have been "preaching" this story in good economic times....and bad! So, I'll match your bet. Bet I've been doing this as long as you have
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Adrian, your words are so true. Especially the part about blame. As the Real Estate market has slowed dramatically there are many agents making less than during the boom, but there are also agents that are still raking in the big commissions. They are doing that because while everyone else was lamenting, they were learning what does work in this market. They put their noses to the grindstone, worked more hours, adjusted their tactics and kept working. Personally I have given up blame. It doesn't serve me in life. Since I am the only factor I can truly control in life, I am the only solution. It doesn't matter if the market it down or my territory is small, all that matters is what actions I take to make the best of the hand I was dealt. Your post is very timely for sales professionals in this economy. Thank you for sharing it with us.
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Much appreciated. You would think that we would "all" learn to stop the blame game in grammar school. Remember when we "blamed" our teacher for our bad grades, or we blamed someone else because we did not make the team. Taking ownership of the situation and the solution requires being able to look at yourself in the mirror and if you don't like what you see, take action and make it better. Or blame the weather, the teacher, the economy, the territory....whatever. Glad you agree with me that it just doesn't work!
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Your comments are timely and well spoken. I just had this conversation with one of my Alternative Board members. No one believes more in networking and referrals. However, there are sometimes where you just have to pick up the phone. My member is now requiring her sales agents to go into an isolated office without a computer or other distractions for at least 1 hour 3 times a week, just to make phone calls to past customers, prospects, and cold calls. The results have been outstanding.
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Amen. I often require my clients to do exactly the same thing. And...as you noted, it works!
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Not getting overwhelmed by a down cycle is the most challenging aspect of any business. Thinking it cannot happen is just plain silly. When we ride the fat of easy times, we quickly forget the real efforts made. To many times the concept of effort or "work" is whitewashed by the many tails of hyped success, the internet is full of them.
Trying something new should be experimented with when the times are good. Short of that you must protect against the "desperate" approach. Learning to swim after you fall out of the boat may work for some. Repeat customer is the golden egg, they are the ones that get you through these times.
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Well written & excellent direction! There is an occasional "lump in the throat" or tendency to be overwhelmed when one slips into a sales slump. We sometimes have a tendency to dig out all the tools in our Sales Tool Kit and hit and miss with the Shotgun Approach rather than successfully targeting-in with our Rifle. Low Hanging Fruit: Focus on Relationships we've built in our current books of business, seek Referrals through Clients from which we have earned Customer Loyalty. This will help your sales start moving forward again. Get critiqued - yes - with one very important addition: Ask for an objective critique expressly from someone you highly respect, admire and would like to emulate. Not just any figure head. This person will provide strong, solid advise you'll immediately believe in -- and inspiration! Always, always keep "reading up" and never, ever stoop to the "blame game." Lastly, I agree with trying something new, too. One word of caution: add that something new to your successful mix of sales tools, talents and abilities that have continued to make you a success day after day, month after month and year after year. Don't simply try something new for the sake of trying something new. Make a concentrated effort to have fun at what you do. Remember that the greatest Home Run Kings of all time were(and are) also the Greatest Strike-Out Kings. But they weren't and aren't afraid to step up to the plate time and again. When you feel a slump comin' on, renew your personal commitment, your passion, suit up for the ballgame every single day. Step up to the plate, focus on these successful sales tools, and put the ball over the fence! "How To Beat A Sales Slump" was a very good read!
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Thanks for your comments Dan. I agree with what you said and for elaborating on the points. I just printed it out and have placed it here next to my desk as I too am experiencing the backlash from this roller coaster economy!
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