TURNAROUND FORMULA… part of succeeding in Sales is dealing with the ups and downs of your results. There always seems to be a vacuum at the end of a period of success. You do great for a while and then for some reason things slow down and your results suffer accordingly. The top Salespeople keep these slower periods in perspective. Let’s look at a less painful example…If for your regular golf game you shoot 80 and then for the next 3 rounds you shoot 90… what would you say was normal for you? The answer should be 80! Just because you had a few bad rounds doesn’t mean your abilities have permanently changed. You and your golf game were merely in a slump. The challenge then is to get your golf game back to 80 strokes per round.
Here is your ACTION STEP … A Salesperson recently came to me for some help and explained that for the past three years he has averaged 27 transactions per year. This year that number is closer to 18… not acceptable. What to do? Whether the slump is three days long or 30 days long or six months long… the “turnaround formula” is the same. I asked him a series of questions. Here they are:
1. What has changed in your day-to-day routine?
2. When you were more successful, what did you do differently?
3. What corners are you guilty of cutting in your presentations lately?
4. What are you taking for granted that you didn’t before?
5. What are you doing daily to reinforce your mindset/attitude?
6. What could you change in your exercise/eating habits?
7. What adaptations are necessary as a result of changes in your marketplace?
Once we went through this exercise, some glaring issues popped up. Many of them were surprisingly easy to correct. The good news is this Salesperson has turned things around. Not only will he reach his original target, he is on track to exceed his normal average!
The next time you find yourself in a similar position, sit down and go through these questions and literally write out the answers. Don’t just think about it…put your thoughts on paper. Usually when you are in a slump there is a denial aspect that gets in the way, even anger. Writing out the answers will break through this denial. BONUS POINT… even if you are not in a slump, this is a great exercise to improve your performance. The definition of insanity assumes you are not going to make any changes. That would be a mistake. Break the cycle and move forward. NO Excuses.