Welcome to the second quarter of 2022.
The business environment is as “close to normal” as it has been in the two-plus years since Covid began.
How is your selling year going? What are your goals for the second quarter? Who will you call — if not for the quarter, then, at least, this week? Who can buy more (probably many, if not most)? What will you offer them? These are simple but important questions that it would be really helpful to get clear on as we embark on the second quarter of the year.
A salesperson messaged me on LinkedIn with the following issue. I paraphrase:
“I’m frustrated. I’m making calls and doing things that were leading to making quota month after month last year, and now, nothing. I’m putting in a TON of work, but I can’t sell anything. Outside of getting out of my pity party, what should I do? I’ve gone from being a top performer to near last place on my team. I’m so frustrated.”
Here is how I replied:
Like ballplayers, salespeople go through streaks, and they can start and stop suddenly. You could be red hot, and get one rejection, which starts a long streak of them. Conversely, a single success can turn around a cold streak and lead to a long run of wins. I have experienced this myself, and so has nearly everyone who sells.
The key is to keep doing the right things even when they are not generating results. Because soon enough, they will. And you never know when the next yes will come, but you know for sure that if you stop trying, it will absolutely not come.
It’s difficult to continue doing the work when we are not rewarded for it. But welcome to the sales profession.
Don’t psych yourself out. Stay positive. And keep doing what brought you success in the recent past.
The customers’ decision is out of our control.
But our behavior, mindset, and communication are totally within our control.
The good news is that those are three elements that lead to seriously selling success!
Sell well this quarter, y’all!
Proactive Selling Accountability
For gentle accountability and support from more than 850 of your selling peers, head over to my private Facebook group. Go there now, and commit to the number of proactive calls you will make this week. These calls are the key to predictable sales growth. It’s what we focus on in the group. Click here to go there.
(If you’re already a member, go to the post pictured below and log your proactive calls goal. It will help you get them done and grow your sales this week!)