Sales slumps can take a couple of forms — some are caused by external forces in the market or business conditions, and others are the result of lost momentum, a couple of blown deals or just bad luck.
Though there is little a sales rep can do to force progress against an economic downturn, there are plenty of ways to shake off some bad juju and get a pipeline moving in the right direction.
Like any other frustrating or anxiety-inducing work experiences, reps can take advantage of a sales slump to reset personal habits, build consistency into their workdays and reevaluate their approaches to prospecting, chasing down leads or preparing for a call. Something as simple as a mindset shift can help readjust during a sales slump, according to Emily Doyle, an enterprise account executive at eduMe.
“When I find myself in a slump, that typically tells me that I am feeling a bit burnt out as well,” Doyle said. “I will try to incorporate music or even podcasts into my routines that allow for background sounds. I find that some good music can really change my mood and hype me up.”
Andrew Rasson, director of strategic accounts at SmartFinancial, agreed that staying positive and focused on moving forward are crucial steps during a slump. “The key is to not become self-conscious or feel like your skills are the issue,” he said.
Built In LA heard from Doyle and Rasson about their tips for climbing back up the leaderboard as companies head into Q3.
eduMe offers training solutions for a distributed workforce via a mobile-based platform currently operating in more than 60 countries. The company completed Series B funding earlier this year and continues to grow.
As a sales person, how do you know when you’re in the midst of a sales slump?
Early in my sales career I learned the importance of building a playbook for my role and how sticking to the daily plays would put me in a position to achieve both individual and team goals. However, even when utilizing said plays and performing well, I’ve found myself amidst a sales slump or three. For me, I usually realize I’m in the midst of a slump when my daily tasks such as prospecting or SalesForce hygiene start to feel rather cumbersome or when I’m not as excited about a deal as I should be when it’s progressing well.
How did you ultimately recover from that slump?
Sales can be a grind. I’ve found that mixing up my daily routine can help me snap out of it. So perhaps I will workout after work instead of in the morning so I can check off things on my to-do list before the day gets busy. I also budget time in my day for breaks to recharge the batteries. I love to take a walk outside for air or eat lunch away from my computer with coworkers. It’s a nice way to break up the day.
Company culture is so important because when you’re in a slump nothing helps more than the support of your coworkers. I will always turn to my peers in a slump and have them join me for a deal review. It helps me get a new perspective and excitement around the opportunities I’m working.
Recharging the batteries is key.”
If a salesperson notices that a colleague is currently experiencing a sales slump, what role can they play in helping them get back on track?
Everyone in sales periodically has a slump. When recognizing that a colleague may be amidst one, I find that the best thing you can do to help is to remain positive and supportive. If there is something I see a colleague doing that is seeming to work well for them, I love to tell them that. Calling out the positives in someone's work goes a long way.
Again, recharging the batteries is key. I’ll typically ask a colleague if they want to take a walk, grab a coffee or maybe do something fun after work. Welcoming and offering help is mutually as important. If someone is in a slump, maybe telling them about a deal I am excited about will help get them fired up again as well.
SmartFinancial is a tech-powered company offering industry-changing insurance products. Their platform pairs people with the policies right for them, and the company also helps insurance partners adopt technology solutions and find new customers.
As a sales person, how do you know when you’re in the midst of a sales slump?
Sales slumps are just a part of the game! It is important to anticipate them and understand that there are highs and lows to sales. It's pretty easy to tell when you’re in a slump — it will reflect in your sales numbers. It will also start to feel like nothing is going your way and you can’t buy a yes. Last summer, I was having trouble keeping up with my colleagues’ numbers, and that was really frustrating.
How did you ultimately recover from that slump?
I knew it was temporary and just to keep my head down. It will turn around. The key is to not become self-conscious or feel like your skills are the issue. A common mistake that reps make is when they try to change their sales tactics during a slump. Don’t deviate from what you know works — sometimes it’s just a matter of weathering the storm and pushing through.
Sometimes it’s just a matter of weathering the storm and pushing through.”
If a salesperson notices that a colleague is currently experiencing a sales slump, what role can they play in helping them get back on track?
In this scenario, I would advise the salesperson to notify the manager or director so that they can help the struggling sales rep. It is not their job to concern themselves with the production of others. Although if they have advice or tips for the struggling rep, a rep should share it with a struggling colleague so they can keep closing business.
