PlayMaker Blog

5 Steps to Overcoming a Sales Slump

Posted by Adam Bishop on November 18, 2016
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Are You in a Sales Slump?

You know the feeling. It seems like no matter what you do, you’re just not happy with your sales. It can happen to almost anyone. Don’t keep doing what you’ve been doing and get frustrated. Use this five-step approach to climb out of that slump.

1. Do things that will increase your motivation

If you’re in a slump, you need to work on being motivated. Here are some things that can help.

  • When you get up in the morning, make a list of three things that you appreciate about your job.
  • Be aware of the people around you in the morning and tell at least two people “Thank you.” You may choose the person who made your latte or a coworker who brightened your morning with a cheery hello.
  • As you complete items on your to do list, put a big red checkmark next to each one. You’ll appreciate seeing your progress throughout the day.

2. Get prepared for your day

It’s difficult to maintain motivation if you arrive at work with no specific set of goals for the day. To avoid that situation, develop a prospect list the night before and write a To Do list. Rather than coming in to work and sitting at an empty desk, you can pull out your To Do list. When you focus on goals first thing in the morning, you’ll be much more likely to reach them.

3. Use time blocking techniques

When you’re in a slump, it’s even more important that you organize your time and avoid being distracted by doing things that might be interesting at the time, but will leave you at the end of the day with the same “what did I accomplish today” feeling. Here are some ways you can use time blocking to maintain motivation through the day.

  • Each morning, look at your To Do list and assign a timeframe within which to complete each task or group of tasks. This doesn’t mean that your schedule won’t change as critical issues arise during the day. The advantage of time blocking is that it’s a way to return your focus to what you’re doing if your attention wanders.
  • Prioritize the earliest part of your day to follow up with your best referral sources. Look to those conversations to reinforce the value you bring to their business or practice.

4. Plan for time to plan

Sometimes when you’re in a slump, it’s easy to frantically focus on finding some way to get your next referral. Avoid getting in that rut. Go back to the basics of working smarter, not harder. Give yourself time to sit back and consider ways that you can make yourself more efficient. Reassess the sales processes you have in place and you may find inspiration you weren’t expecting. For example:

  • Review your prospect list. Have you been spending time trying to get to some prospects when there’s little chance of establishing them as a referral source? Do you need to refresh your prospect list? If so, consider resources like market intelligence data that we offer in with PlayMaker. Evaluating the current referral trends and the diagnosis your referral sources are mainly referring for can help you realign you strategy with what your prospects need.
  • Review your “pitch.” Reassess how you are approaching new prospects. Are there different types of partnership ideas you could propose to prospects that would result in more referrals?
  • Review your interaction with your referral sources. Have you over-complicated the process they go through to work with you? Remember: Working with you has to be more pain free than your competitors, or you’ll lose your referral sources.

5. Celebrate

Make sure to end each day on a high note. Don’t go home thinking about the prospect who turned you down, as it will make it difficult to start the next day with a positive outlook.

Review your To Do list to see how much you accomplished. Pick out the things that went right during the day and celebrate your success. Write down anything you did during the day that contributed to your success and put those things on your To Do list for tomorrow!

Sales slumps are painful, but if you use these five steps, you can work your way out of the slump before it becomes a habit.

Topics: Sales Management, Sales, Leadership

Adam Bishop

Written by Adam Bishop

Adam Bishop, President & Founder of PlayMaker, has helped thousands of post-acute care agencies achieve extraordinary sales growth and profitability through the use of his innovative and proven power marketing and sales strategies.