Slumps are always part of sales process. Whenever a rep finds himself in a rut, it’s easy to take the wrong steps rather than attempting to get out of it.
So when dry spells hit, how can you flip the script? What behaviors should you avoid to limit the damage?
Below are four mistakes reps make during slumps and how you should act instead so that you can convert lean, sub-par prospect information into quality lead data.
Panicking from a poor results
Panicking is simply unproductive especially to verify crucial details like names. It’s easy for sales reps to feel that if they fumble a call or a demo, the next one has to be great. The B2B prospect feels this pressure too. Remember that panicking won’t win you deals especially in telemarketing. Focus on the bigger picture and recognize you can take action to reverse a slump in the marketing process.
Blaming everything and everyone but yourself
Instead of blaming external factors, study your pipeline metrics to determine where you’re struggling most. The data will reveal low conversion rates and help you pinpoint what’s causing the slump. When you have the data, dig into why conversions are low. Is it something you’re doing or something you’re saying? Once the causes are clear, create a “to-don’t list” to remind yourself of what to avoid and convert lean, sub-par prospect information into quality lead data
Sticking to the same routine
Despite lackluster results, some reps adhere to the routines they’ve been using because that’s all they know. Unfortunately, these routines are often what created the tough positions reps are in.
Reps would be wise to examine their sales strategy to find weaknesses and mistakes. For example, try changing the subject line in your prospecting emails, or arriving at work an hour earlier so you can prospect without compromising time spent with leads further down the funnel. Other options include leaning on current customers for referrals or revisiting old deals to spark conversations again to connect through a variety of channels for the prospects.
Neglecting the long-term
To set yourself up for future success, schedule time for prospecting and verify crucial details like names in this process. By doing so, you’re reminded to plan ahead and maintain a healthy pipeline, while also improving your mindset. According to author Laura Vanderkam, people who express their goals in tangible terms are 50% more likely to feel as if they can reach their objectives.
