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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_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","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4],"tags":[],"class_list":["post-995","post","type-post","status-publish","format-standard","hentry","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-g3","jetpack-related-posts":[{"id":1341,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/busting-a-sales-slump\/","url_meta":{"origin":995,"position":0},"title":"Busting A Sales Slump","author":"Derrick Moe","date":"December 17, 2007","format":false,"excerpt":"In all honesty, I am a streaky salesperson (at best).\u00a0 I have always been prone to peaks and valleys in my sales which speaks more to my abilities.\u00a0 Nonetheless, this ManageSmarter.com article addresses this problem with tips for breaking out of a slump. First, a great point: Besides, prospects can\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1437,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/reasons-you-are-not-selling\/","url_meta":{"origin":995,"position":1},"title":"Reasons You Are Not Selling","author":"Derrick Moe","date":"February 25, 2008","format":false,"excerpt":"This article is from the Salesopedia website.\u00a0 The article is excellent and rather amusing to read (probably since I am guilty of many of the author's items).\u00a0 For instance: If you\u2019re a professional salesperson and you\u2019re not selling, it could be because: \u2022 You are boring. Do customers cut you\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2344,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/06\/getting-back-to-the-basics\/","url_meta":{"origin":995,"position":2},"title":"Getting Back To The Basics","author":"Derrick Moe","date":"June 1, 2010","format":false,"excerpt":"I\u2019ve been assessing many existing salespeople over the past couple weeks and have seen many different levels of abilities.\u00a0 The ones that stick in my mind are the salespeople who are presently struggling with their revenue production.\u00a0 Sales is one of, if not the most stressful positions within any company.\u00a0\u2026","rel":"","context":"In "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":564,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/accountability\/","url_meta":{"origin":995,"position":3},"title":"Accountability","author":"Derrick Moe","date":"January 10, 2007","format":false,"excerpt":"Sales & Marketing Management offers this quick article - Avoiding Accountability Talks. First, the context of the article is the reluctance of employees (and managers) to engage in holding other employee's accountable. A couple of survey stats: 50 percent say they are afraid of negative outcomes. 16 percent say they\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2478,"url":"http:\/\/selectmetrix.com\/blogs\/2011\/03\/conventional-wisdom-about-sales-managers\/","url_meta":{"origin":995,"position":4},"title":"Conventional Wisdom About Sales Managers","author":"Derrick Moe","date":"March 29, 2011","format":false,"excerpt":"Here is an article from Eye on Sales that addresses a common sales management topic \u2013 should you promote your top salesperson into the sales manager role?\u00a0 I would argue that the conventional wisdom is to avoid making this mistake. From the article: Sales management mistake #1: Promoting top performers\u2026","rel":"","context":"In "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2015,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/do-values-change-in-a-recession\/","url_meta":{"origin":995,"position":5},"title":"Do Values Change In A Recession?","author":"Derrick Moe","date":"May 6, 2009","format":false,"excerpt":"That is a tough question since I think values are primarily hardwired into each of us.\u00a0 We assess this trait in sales candidates \u2013 call them motivations.\u00a0 Each person tends to have two of these motivators that drives their behaviors (some people have 3 primary motivators). 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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