This was going to be the year. Yes, 2016 started strong and looked to be your best year ever. Deals were closing and the commissions were great. Prospecting? Who has time for prospecting? Then summer came and things relaxed around the office. Next thing you know, its third quarter, the sales funnel is running dry and 2016 isnÂ’t looking that strong anymore.
DonÂ’t panic. Sales slumps happen. The worst thing you can do is let the slump destroy your motivation. Worse, there is a tendency for slumping salespeople to stop doing the things that made them successful and start throwing ideas against the wall to see what sticks.
Instead, reset and go back to basics. Start with your goals. How much do you need to sell? Once you have that number, create your behavior plan to determine what you need to do on a weekly or monthly basis to get you back on track. These behaviors can include prospecting calls, asking for referrals and networking. A simple scorecard can help you keep track of the activities and provide accountability. As Arthur Ashe once said, “Start where you are. Use what you have. Do what you can.”
Schedule client review meetings. Find out what is working well and where there is room for improvement. These meetings can help ensure your customers aren’t considering an offer from your competitors and can uncover additional opportunities for you. While you are there, be sure to ask them for referrals.
Review what is in your sales funnel. Did you have some qualified prospects earlier in the year who were not ready to buy? Reach out to them now. They may be ready to move forward.
There is still time for you to make 2016 your best year ever. DonÂ’t give up and next time remember, stay focused on your sales process even when things are booming so you avoid the sales slump. Have your plan laid out and be sure to follow it and track your results.
For more info, visit www.georgiasales.sandler.com or call 770-475-3835.
