Ah yes, the proverbial “wall” in Sales. Some people call it a “slump” or “funk,” at the end of the day, you are simply putting the work and you are not getting the results you want! Whether you are brand new in Sales or very experienced, this can happen to the best of us! Even if we’ve been through it before, here’s how you may feel when you hit that wall:
- Loss of confidence
Regardless of whichever emotion you’re feeling, rest assured all top sales professionals have hit this wall before and have felt these too! Fortunately, there are a few different things you can do to get yourself out of the slump and back CRUSHING deals!
1.) Review ALL Key Wins – When you hit this wall, there’s a very high likelihood that you’ve started to forget all the great achievements you’ve have had in the past. Your confidence is probably starting to deteriorate so it is absolutely critical you get yourself back in the right frame of mind! It’s quite simple: take 30 minutes and start writing out every single WIN you’ve had in the past 6 months! This may be progress on a large account, closing a deal, battling a tough prospect, having a great funnel, etc.! Whatever you have been most proud of, you need to refresh your mind on how GREAT you are!
2.) Go Back to the Fundamentals – Whether it is sports or sales, the fundamentals are fundamentals for a reason! If your results are suddenly dipping, how has your routine changed? Are you still focused on the fundamentals consistently? This may be tough to look in the mirror but is key to getting yourself back on track. For example: if you dug into your sales process, are you skipping steps in the sales process? From a funnel perspective, how are your activity levels? Are they consistent or does it vary week by week? At the end of the day, are you doing the key fundamentals of prospecting and closing 80% of the week or more? If you’re unsure, ask to get spot-checked by a peer or your sales leader to help give you that constructive feedback.
3.) Ask Your Sales Leader for Help – It’s a sign of strength to ask for help! If you are unable to see what you are now doing differently, it’s time for some perspective! Ask your sales leader for coaching feedback and to get in the field with you more! All great athletes are supported by a great coach and it is no different here. You’d be surprised on how a few small tweaks can create some massive changes in results!
4.) Join a Mastermind Group – One of the best ways to switch things up is to join or create a mastermind group to benchmark! This can be peer mentorship or other top sales leaders collaborating together. The objective is to share and discuss best practices to help each other out. Some of the BEST ideas I’ve received have come from mastermind groups, in which we are simply brainstorming ideas off each other and we come up with innovative ways of doing some of the fundamentals! This may be the creative juice you need to spice up your results.
5.) R&R – Or perhaps you just need a mental break! It may not mean you need to take a month off and go on a European adventure – this is simply giving your brain time to rest, recover, and re-look at things. This can even be a day of treating yourself and some self-care. It’s surprising how much perspective and how rejuvenating it can be to allow yourself some de-stressing time!
So there you have it – 5 strategies to help you push THROUGH the wall when you hit it! As mentioned, it’s very normal to hit the wall but it is the most SUCCESSFUL that know how to push through it! If you liked this post, feel free to comment and share below. Also, if you are getting frustrated by a slow sales cycle, make sure to access my free training The Ultimate Closer Training program below!