From time to time it’s easy to become overwhelmed, even distracted by your volume of work, or simply lost amidst all the available opportunity.
These counterproductive periods usually translate to poor sales performance. So what do you do?
You may not need to go to the extent of assessing your sales statistics and sales ratios, i.e. your conversion and activity statistics of cold calls, appointments, demonstrations and sales orders won and lost.
It may just be a matter of keeping things simple. Never underestimate the power of common sense!
To restore your confidence, temporarily set aside many of the performance enhancement sales techniques and sales theories you may lose yourself in.
You need to clear your head and concentrate on what matters – do nothing other than getting yourself out into the sales field.
Do this and this only.
Forget rehearsing your presentation, improving your sales arguments, enhancing your written proposals – forget it all!
Simply get back to basics and build from there.
By concentrating on what matters, what really matters, this will simplify things for you.
In sales, talking to people who don’t currently buy from you is something that needs to be done above everything else. Concentrate on doing this and only this.
Then, when you’re back on track, start to build your sales skills again.
Take the pressure off yourself. Remind yourself that you don’t need to be perfect. You don’t need to be the best salesperson in the world.
When two people are running from a hungry lion in the jungle they don’t need to run at record-breaking speed to be safe; they only need to out-run the guy next to them!
In sales it’s no different. Understand your sales role for what it is – don’t complicate it.