Sales Training: What Causes a Sales Slump?

It is so embarrassing. But, it happens to everyone eventually. Most of us do not like to talk about it. Just admitting it seems an admission of failure. What am I talking about? I am speaking about a sales slump.

I have had times like that during my sales career. I’m talking about a slump so bad, it feels like you will never sell anything again. Even if you have been really successful before, self-doubt can start to creep in.

It is time to take a step back, and analyze the situation. To help, here are suggested questions to uncover possible causes of a slump:

Industry wide factors:

• How does the business cycle/interest rates affect your industry?
• Have their been any stories in the media that might have changed your client’s perception of your industry?

Competitive factors:

• Has there been a shift in your competitor’s tactics, pricing, products or services?
• Has there been a shift in the type of objections you face? Is there a trend?

Company wide factors:

• How are other sales people faring in your company?
• Have changes in company products or procedures affected your sales success?

Personal factors:

1. Do you still feel highly motivated to sell?
2. Do you still believe in your company’s products and services?
3. Have you been assigned a new sales territory?
4. Have you been in your old territory for too long?
5. Has the quality of your prospects changed?
6. Have you changed (or ignored) your prospecting methods?
7. Have you changed how you assess your clients needs?
8. Have you changed your sales presentation content?
9. Have you changed your closing methods?
10. Are you still doing post-sales follow up?

Use this checklist to discover possible causes of a sales slump. Once you know what is causing it, you can cure it.

© 2008 Reflective Keynotes Inc., Toronto, Canada