Some say there is no such thing as a slump. Perhaps it depends on how you define the thing. It can show its ugly self in so many ways throughout your sales career. Maybe you can’t uncover new opportunities no matter how hard you try. Maybe you can’t expand your existing accounts no matter how much value you show your clients. Maybe you are shy of your quota and you have no idea how to drum up enough revenue to reach your goal. Maybe you’re just plain tired.
No matter what it is or how it looks for you, take a deep breath, pour yourself another cup of coffee and come along.
Know Your Why
We spend so much time as sales professionals trying to uncover the why with our customers and prospects, but you have one, too. And it’s time to revisit it. Maybe even change it. Give it a makeover.
Review your goals – not your company goals, but your personal goals. Remind yourself where you want to be next year, in five years, even in ten years. Break it down into three categories: personal, financial, and tangible (think toys, cars, new clothes, etc.).
Sit and dream about all that for a few minutes while you sip your coffee. Better yet, self-actualize all of it.
You are probably stretched so thin each and every day, feeling like you will never get everything accomplished. There are more and more fires to put out every time you think you have your day managed. But take some time to review the “simple” parts of your job and make them a priority.
You need to make x calls per week. You need to schedule x meetings per week. You need to do x demos per week. None of that happens without your initiative. Take it one piece at a time, one day at a time, one hour at a time. Small wins with the basics will propel you toward the other side of the doldrums.
When these simple tasks become a habit, you know that you are always working on your pipeline and your slumps will become fewer and farther between.
Lift the Weight
Yup, the phone is so heavy when you are slumping. But likely, it’s your only way out. Try this suggestion on for size: call someone else. If you feel like you are calling the same people over and over again from your lists, from your CRM, etc. and you are tired of hearing their voice on their outgoing message – call someone else!
Research contacts from within the same companies you’ve been calling on. Maybe they have a similar title. Maybe they are lower or higher on the food chain. Get into a dialogue with someone! Learn all you can about a target.
Research brand new companies. Branch out with your calling campaign an engage your brain while you do it. Expand your search to include competitors of your targets, other companies that touch the industry you sell into. Get creative and shake things up a bit. Slumps sometimes come with simply being bored.
“Our greatest weakness lies in giving up. The most certain way to succeed is to try just one more time.” – Thomas Edison
Remember what gets you up in the morning, stick to daily habits, and pick up the phone. It won’t be heavy for long.