NobelBiz® Blog | First Contact Podcast VIDEO + ARTICLE | How Do You Get Out of a Sales Slump?https://nobelbiz.com/wp-content/uploads/2020/04/christian-montes.png Host Christian Montes Executive Director of Sales at NobelBIz As a salesperson, if you don’t make sales, you don’t make money. So what’s the secret for getting out of a sales slump? How do you approach this from a leadership perspective? Jason Cutter is bringing straight forward and actionable advice on this! More from the episode! https://nobelbiz.com/wp-content/uploads/2021/10/Website-roundPic-Jason.png Guest Jason Cutter CEO of Cutter Consulting Group, author & podcaster Published on October 15, 2021 How Do You Get Out of a Sales Slump? So, it happened. You’re a great salesperson, but unfortunately, you’ve fallen into a sales slump. Don’t worry, it happens to the best of us. Even the best salespeople have bad days, when the selling rhythm is lost. But what makes the difference is how well and quickly you go through it. That’s why we asked Jason to share some of the best tips to get over a slump quickly. Christian: One thing that every sales person is experiencing, in my opinion, at some point is a slump, right? It's a mental slump or an actual output slump, right? Where they've allowed it to impact their ability to perform. PGlmcmFtZSBzcmM9Imh0dHBzOi8vb3Blbi5zcG90aWZ5LmNvbS9lbWJlZC9lcGlzb2RlLzd1RTc5ZEF5d3JlTTNOMlhGVUwxUGIiIHdpZHRoPSIxMDAlIiBoZWlnaHQ9IjIzMiIgZnJhbWVCb3JkZXI9IjAiIGFsbG93ZnVsbHNjcmVlbj0iIiBhbGxvdz0iYXV0b3BsYXk7IGNsaXBib2FyZC13cml0ZTsgZW5jcnlwdGVkLW1lZGlhOyBmdWxsc2NyZWVuOyBwaWN0dXJlLWluLXBpY3R1cmUiPjwvaWZyYW1lPg What are some recommendations within the contact center and sales in general leadership, whatever it is, when you hit those slumps, what are some things you can do to get back on the horse? Jason: Well, there's a couple of reasons that usually trigger slumps, but it's really basic. And I spend a lot of time with organizations going through this. Funny side note too, as I have actually in every organization that I've worked with internally, and then now as a consultant, I will actually build a timeline for when agents will hit slumps and you might think slumps are random. But if you look at it, and we can look at the stats. You can actually predict when an agent is going to hit a slump based on common human behaviors, and it's pretty fun. And then you can see how often it's going to occur. And then you can mitigate it with training and management. Going Back to Basics One of the biggest reasons why slumps happen is because the agents stopped doing what they were doing that worked. And they start going into professional mode. But this time I'm using air quotes with a professional because I don't really mean it. What it means is this salesperson goes into the wait, I don't need to ask you any more questions. I already know what I'm selling. And that's not what people want. They want a process, they want to be treated like a human and go through this path. And again, they want a guide, they don't want a lecture. Best way to fix that is to go back to the basics. Usually what I find in the contact center space is I pull it and this is you know old school with paper scripts, I go into their drawer, and it's usually underneath all their snacks. And it's really stained and dirty. And I pulled out their script that they made all their little notes on and doodles and hearts and whatever, while they were bored on phone calls. And I take that and I put that on their desk or I print up a new one. And I say go back to the basics. When you were new you were crushing it out of the gate and you didn't know anything better than what I told you would work right here's the formula with in moments, sometimes the very next call, they go back to the script, they're kind of upset but they listened to me anyway the openness that I talked about earlier that we're recruiting for. From a Leadership Perspective Christian: So from a leadership perspective, any ideas of how leaders can help manage that to reduce the likelihood of people actually getting into their stumps in the first place? Because going back to the basics sounds pretty simple. Jason: Yeah, so that's the biggest thing. One is building a model. It's never going to be exact, because people are all different. But if you look at enough of your historical data, of your sales performance, especially people who started out well, and again, this whole principle, which I dive into a lot more when I do training with leaders. I think this fully explains the beginner's luck. A beginner's Luck is when you don't know what you're doing, and just kind of listen to others and you go with it, and then you start thinking you're smarter. It's the same reason why I don't play poker, because if I do in the beginning, I do really well. And then I get in my head, and I think I'm smarter than everyone else, and it never works out well. So leaders and managers want us to build that model to have an approximate time. Number two, is understanding that the solution to that is getting people back to the basics. Number three would then be okay, who can I use training, trainers, HR, whoever can help me in those approximate timelines, to do more training to help people. And then I think the last thing is to understand that slumps are going to happen. And it's not just a one time thing, it will happen to every rep over and over and over again, as long as they're in sales. So it's not a one time thing. The key is understanding, do everything you can to minimize the trough of the slump. So that it's not as damaging. Every salesperson will hit a slump over and over again. Work Remotely with our True Omnichannel Solution: NobelBiz OMNI+ Brings Your Contact Center into the Present You need a solution that lets you do everything remotely, from a single platform with as little effort as possible. That’s where NobelBiz OMNI+ comes in!