Sales Slump? Try this

Here’s what we’ll cover:

• A 6-Step exercise to try the next time you’re in a sales slump.

Estimated reading time: 2 min 49 seconds

Control the Controllable

Being in sales is hard.

The ups and downs are constant.

One minute you’re reeling in the success of closing deals, and the next you’re in a deep slump you feel you’re never dig out of.

If that’s you, I’ve got an exercise for you to try.

Here’s what you’ll need:

1. Basic requirement: pen and paper

2. If you have access to a whiteboard and some sticky notes or a digital whiteboard (ex: Zoom Whiteboard or Miro) they work great for this exercise.

3. Some type of stopwatch or timer. (I use my phone)

Step 1: Reflect on the Positive

Make two columns on your paper or whiteboard.

Label the left column: What’s Going Well?

Set a timer for 3 minutes.

Now make a list of all the things that are going right.

This could be anything. (work or personal related)

Here’s an Example:

Once the timer is up, go back and review your list.

*It’s important to start with the positive to get you in the right frame of mind.

Step 2: Reflect on what’s holding you back

Label the right column: What’s Holding Me Back?

Set the timer for 3-minutes again

This time you’ll list everything you feel is holding you back:

Step 4: Decide on what to action with a Control/Impact Chart

This is a simple 4-quadrant chart.

Here’s what it looks like:

Now you’re going to plot each of the items you came up with on the “what’s holding you back” column on the chart.

The higher and further left is where you should focus.

Why?

Because it’s controllable and even small improvements will have a big impact.

Although you may have multiple, I suggest focusing on only 1.

(You can always come back to the others later)

So in this example - “Not Enough Time In The Day For Prospecting”

Step 5: Make the Problem Statement actionable

First, turn the problem into a question - using the “How might I framework”

Ex: “How might I find more time for prospecting?”

Now list 1-3 actionable steps.

1. Put daily calendar blocks for prospecting (never book over)

2. Make sure Slack and Gmail are shut down during blocks

3. Review weekly progress and adjust where needed

Step 6: Execute

You are now focused on an issue within your control and have an actionable plan to execute.

Now…just do the work.

Feel like you’ve made progress on this item?

Grab the next one from your Control/Impact Chart.

Rinse and repeat.

If anything, this exercise will help you get everything off your mind and focus on areas you control.

Hope this was helpful and see you next week!

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