The Sales Slump, by Doug Grady
June 2, 2010 by Doug · 2 Comments
Stop digging!
“You’re ridin’ high in April, shot down in May.” –Frank Sinatra
The Sales Slump, by Doug Grady
If you are reading this you are likely in one now currently or are remembering a time when you were. The dreaded sales slump. It happens- even to the best of us. Sales can be a hero to zero business. The highs can be heavenly while the lows are at best bearable. When you find yourself in one, consider the 4 “R”s.
• Remind- Take a big breath. Remind yourself that you have been successful in the past. If you have been in sales for awhile, think back to a time when you were on a roll, in the zone, selling at your best. What was different about your attitude, energy, and activity? What were you feeling, focusing on, and driven toward? Strive to regain that energy and mindset.
“This too shall pass.” –Persian proverb
• Refocus- Set specific, measurable, achievable goals for the next 30 days. There are 2 types of goals to set: activity and outcome. You need both to increase the velocity of getting out of a slump. Activity goals address # of calls, presentations, networking meetings, referrals, etc you are committing to. Outcome goals address # of sales, $ amount and other relevant “bottom line” sales results. Yes, I know this is sales 101, but let me guess- you haven’t done it in awhile. Do it.
“When you find yourself in a hole…, stop digging.” –Will Rogers
• Re-energize- get back in the gym, go for a run, listen to some of your favorite music. Get up earlier and focus on your goals. Turn off the TV- read and listen to inspirational, educational, or motivational material. Get around inspiring people. Buy yourself something pretty.
• Re-commit- This is more important than the first 3 combined (the first 3 tend to make this one easier). Decide what you are committed to and get to it.
“Until one is committed, there is hesitancy, the chance to draw back, always ineffectiveness… the moment one definitely commits oneself, then providence moves too. All sorts of things occur to help one that would never otherwise have occurred. Boldness has genius, power and magic in it. Begin it now.” -Goethe
Pick yourself up, get back in the race, you’ll be “back on top in June.”
The Sales Slump Song (Ain't Made no Sales)
DG sings "I will Commit" to the tune of “I will Survive”.
About Doug
Great advice! Setting goals is so important, yet I always manage to skip over them. This article is a good reminder and comes at a perfect time for me. It's the beginning of a new month....time to re-focus and re-commit:) Thanks Doug!