Did you Start the New Year in a Slump?

Let’s be real: No one likes being in a sales slump. But what you don’t want to do is start getting in your own head. Overthinking all the moving pieces of every potential sale isn’t doing you any favors. 

In fact, there are some simple, actionable steps towards curing this sales affliction. Let’s get into it 👇🏻

Are You Sure You’re Even in a Sales Slump?

Here’s the thing: sometimes sellers jump the gun assuming things are going bad. And it turns out they’re just focused on speeding up a process that isn’t meant to be any faster.

Maybe, you did everything right and expect the deal to come through in a few weeks. That doesn’t happen on a couple of deals and now you’re supposedly losing momentum. 

But are your expectations taking into account your deal cycle?  Some deals (especially larger ones) may have a naturally longer cycle to close.

Just because it takes time, that doesn’t mean you’re losing time. It certainly doesn’t mean you’re underperforming or inadequate. Stay familiar with how your product, industry, and processes work.

Don’t get distracted by non-issues.

Are You Getting Too Comfortable?

You put in the work (prospecting) and are now on a roll, closing like crazy. Except, somewhere along the line, you get a little too used to closing. Now, you’re cutting back on prospecting.

In the moment, it might seem like you’re still on track.

Then a few weeks go by, a month maybe. And the sales are drying up. If this sounds like you, remember to stay focused. Closing feels great, but sales is about relationships.

If you’re not constantly building pipeline with prospecting, smashing quota will be seasonal at best.

Diagnose Your Tactics

Say you’re not slacking off, it’s time to look at what’s helping you win—and what’s possibly hindering progress.

Reviewing the activity in your sales CRM will help. Identify what methods are responsible for your best months. If you haven’t been doing those things recently, it’s time to reintroduce them to your process.

It might be useful to also identify whether during your best months, you’d been closing warm leads as opposed to cold ones. 

Keep whatever reaped success. And make some much-needed changes to the rest.

Sales Q&A

How to Rebound From a Sales Slump

Read more here.

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