EP Huddle #33
Hall of fame baseball players are successful at the plate 30% of the time. Before 2014, Tiger Woods won only 25.8% of the events he played in.
Salespeople know these metrics well. We lose more than we win, and we definitely don't always find success, even when we're doing everything right.
So, why do we get so discouraged when we're having a bad day, week or month in sales? Sometimes we struggle to find new business, or close existing opportunities.
Early in my sales career, I went an entire week making calls trying to schedule appointments for myself. I couldn't make any headway, and by Thursday I was convinced the company was going out of business. I'd made a ton of calls, sent a ton of emails, and nobody wanted to talk to me. I was convinced our lead flow was terrible and that I'd never have a good conversation again. But, this was a billion dollar company and other reps in the company had a good week. And, my productivity the following week was back to normal, easing my concerns that we were all doomed.
This happens though, and it's important for a salesperson to understand the key areas to focus on when having a tough period.
These four ideas for getting you back to success will help get your mind right. When you're thinking clearly you'll begin to find success again.
As a team:
When your team is struggling, what key areas can you have them focus on? Is scheduling meetings part of your business? What other small metrics are very helpful in setting yourself up for a successful next few weeks or months?
Get a list together of your core customers who are advocates or your work and your company. This is your list of calls when you're struggling.
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