Sales Slumps Happen. Here's How to Pull Yourself Out

BY Jessica Helinski
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Feel like you’re missing your sales mojo? Don’t panic; you have the power to pull yourself out of a sales slump and emerge with confidence. A recent Inc. article by entrepreneur and author Andrew Griffiths discusses the common issue of losing confidence and the impact it has on reps. “The greatest danger for a sales person is loss of confidence,” Griffiths writes. Anyone who has spent any time selling anything will tell you that from time to time you will hit a hurdle.” And he warns that the longer it goes on, the more damage it can do.

Griffiths lays out a few rules for overcoming these situations, with the first step being to recognize you’re in a slump. Then, acknowledge that slumps do happen, and you will get out of it. Once these first two steps are done, you can move on to more actionable steps. Griffiths recommends the following:

  • Take a look at your sales process and review every stage. Are there areas you can improve? Or, consider doing some things differently and see what happens. A mini shake-​up of your routine and habits can actually be a good thing.
  • Talk to your current customers. Find out what they like and don’t like. Use their input to uncover issues that you would never have thought of on your own.
  • Find a mentor. Seek insight from someone who can give you seasoned advice.
  • Take a training course. Even if it covers the basics of sales, it can reinvigorate you and give you the boost needed to get back on track.
  • Take a break. Whether it’s just for a day or a week-​long holiday, go against the urge to keep grinding away and take a breather. Some time away may be just what you need to refresh yourself and your sales.

These tips can keep you from spiraling even further into a sales slump. And remember, as Griffiths points out, professional ruts happen, so don’t beat yourself up over it. “Take some time to refocus, get back to the basics, have a holiday, have some fun, do a course or talk to some positive friends,” he writes. You’ll find yourself back in the game sooner and better than ever.