Every successful salesman (or woman) has been there. Stuck in a rut. Not feeling the right motivation and energy to be our normal, successful selves. These ruts can last anywhere from a few days to a few weeks. (If they last much longer than that, you may not be the successful salesman you think you are.) So what can you do to break free from these ruts? Here are 5 simple ideas to help you stay motivated and focused.
- Start a new list. Successful sales people always have prospect lists. If you’re in a rut, re-write your prospect list. You’ll be surprised how this simple act will get your brain moving. It will re-remind you of why these people are on the list and will also normally lead to thinking of new names to put on the list as well.
- Read one of those “sales” e-magazines that you always delete. I’m as bad as anyone at just clicking the delete button on these, yet every time I read one, I feel motivated and learn something new. One of the best ones I get is a blog from a company called HubSpot.
- Go on a joint sales call with one of your cohorts. Quite simply, this can be fun and it serves to break up the monotony that you have gotten yourself into. In addition, it’s a great way to learn techniques used by others. And it doesn’t matter if your cohort is a 20-year veteran or a rookie in their first year. You can learn something from anyone.
- “Phone a friend-ly.” No, I’m not suggesting you call a friend for a pep talk. What I suggest is that you go visit one of your best accounts. Just drop in on them to say “hi” and maybe take a box of donuts. While there, simply ask if there is anything they need. Virtually every time I did this when I was in the field something positive came about—a new sale or at least the recognition of a new opportunity. At the very least, you’ll have built upon your relationship with a valuable customer. (You can also do this with that non-customer that you have been trying to win over for some time. Just drop in to say “hi” with no other agenda. You never know what might transpire.)
- Take a break. Seriously, when was the last time you took a long weekend? If you’re going to stay at the top of your sales game, then you have to stay fresh. Here’s the key though: you can’t reply to business-related emails, voice mails, or texts during this time. Set up an automatic responder to let your clients know you are on vacation and provide them with a contact name and number for anything that is urgent. Don’t worry. They’ll understand.