The spotlight is on sales performance in a lot of businesses right now.
That can create pressure. How we react and respond to that pressure can make a huge difference to the numbers.
We call that reaction to pressure, a “sales wobble”. And a sales wobble is a place you don’t want to visit often or for long.
Stepping back and thinking rationally to the targets we need to hit. That can be difficult if your “chimp” is running around screaming that the sky is falling in.
And as always hope isn’t a strategy.
Fight, flight or freeze
As pressure hits, business leaders and sales people can respond in different ways – fight, flight or freeze
A burst of sales activity and energy which can be frantic to get back to where you need to be
A frenzy of trying new things – new markets, new sales techniques – and hoping something works.
Taking risks – pitching bigger, or trying untested sales strategies
The fight and determination is admirable ( and what you need ) but can come at a price. The need for action can drive the wrong behaviours. Time and energy can be wasted doing the wrong things with the wrong customers and prospects
Time spent on the wrong things now can burn your pipeline later
If we work in this frenzy and results don’t come, we can become burnt out, cynical, and credibility is on the line.
Withdrawing – actively avoiding the reality of the drop in sales
An active effort to avoid more challenging situations and clients
Reducing the number of sales conversations and sales activity
Procrastinating and putting off important tasks
This avoidance means that sales activity drops at a time when you need it to be consistent and focused
Productivity & motivation drops
Your competitors can find their way into your accounts
Inaction; caught in the headlights
Overwhelm and confusion
Not able to react to what is happening
Unable to make meaningful decisions
The overwhelm takes over and it can feel like a mountain to climb.
Belief fades, productivity drops
People become stuck “Why bother?” can settle in
It’s important to get unstuck, to move
Step Back & Think, Respond & Act
When we feel the pressure impacting our performance
Step back – catch your breath and think.
This slows the frantic activity of fight.
It’s important to respond to the situation not react to it
Caught in fight or freeze, action is important.
Respond to the situation with action.
Momentum causes motivation.
SPEND TIME AND ENERGY ON THE THINGS THAT BRING SALES SUCCESS
Set your course
Where are you now? Where do you want to be? What could get in your way?
What do you need to Gain? Retain? Let go? and Grow?
Rising costs squeeze margins
Understand where you add value
Generate demand in the types of customers who will appreciate your value
Protect price and have confident pricing conversations
Hold your nerve to sidestep the race to the bottom
Prioritise the areas where you will get most payoff from your activity
Focus time and energy in areas, sectors and accounts where you will get more payoff and share of wallet
Optimise your win rates
Effective sales people are effective because of their
- organisation and productivity process,
- persistence and follow up skills and
- sales conversations
How can your power yourself and/or your people?
Keep your finger on the pulse by tracking progress and KPI’s
Analyse data for insights
Help people see their progress – momentum fuels motivation
Celebrate the wins
LEARN MORE BY TAKING OUR SALES SUCCESS SCORECARD
You’ll get a personalised report full of useful recommendations to help your sales success. There’s no cost to do it, just 2 – 3 minutes.
Here’s the link
Doing the things that work, and that you know will get results will bring an assured confidence.