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Yogi Berra once said, “Slump? I ain’t in no slump… I just ain’t hitting.” Sales slumps are a fact of sales management life. I personally think most sales slumps occur because salespeople get complacent and out of the good behaviors that lead to closed deals. As a sales manager, it is important to stay engaged with your salespeople and hold them accountable for the activities that keep the pipeline fresh, not stagnant.<\/p>\n
If a slump does befall one of your salespeople, ManageSmarter.com offers a worthwhile article on this topic – How to Get Out of a Selling Rut and Regain Your Selling Spark<\/a>. The second point in the article is excellent (emphasis mine):<\/p>\n Sales Mindset 2: The Heart Is the Wellspring of Sales Confidence.<\/strong> Your ability to interact with your buyer in a confident manner answers the buyer’s basic, emotion-based doubts and questions about you: Can I trust you? Do you care about me and my business? Do you know what you’re doing?<\/p>\n The dilemma most salespeople share is giving too much power to the buyer. Two common reasons sellers allow this to happen are: 1. They haven’t earned the right to do business, and 2. They lack confidence. Both of these are closely linked to how you feel as a seller, and how the customer feels about you.<\/p><\/blockquote>\n How true. Successful selling requires the proper balance of confidence and humility. Is there anything more annoying than a cocky, smug salesperson? Anyway, we have seen once successful salespeople spin themselves down into a rut due to lost confidence. As a manager, it is imperative that you know your salesperson’s style<\/a> and motivation<\/a> to properly guide them out of their slump.<\/p>\n","protected":false},"excerpt":{"rendered":" Yogi Berra once said, “Slump? I ain’t in no slump… I just ain’t hitting.” Sales slumps are a fact of sales management life. I personally think most sales slumps occur because salespeople get complacent and out of the good behaviors that lead to closed deals. As a sales manager, it is important to stay engaged with your salespeople and hold them accountable for the activities that keep the pipeline fresh, not stagnant. If a slump does befall one of your salespeople, ManageSmarter.com offers a worthwhile article on this topic – How to Get Out of a Selling Rut and Regain Your Selling Spark. The second point in the article is… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[4],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-g3","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/995"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=995"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/995\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=995"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=995"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=995"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
\nSalespeople who are in a rut don’t need a lobotomy\u20ac\u201dthey need a heart transplant! Why do I say this? Because the very issues that keep buyers from trusting us as salespeople are not logic-based, they are emotion-based. Whether you realize it or not, customers make purchasing decisions based first on their emotions, and then on other factors, such as price and quality.<\/em><\/p>\n