in any sales operation, there will be bumps on the road to success. The key point is not the bump in the road but how you react to it. As I mentioned in a previous post, our sales operation hit a bump in the road and faced some monumental challenges including the departure of our top two sales representatives. But we stayed positive and put a plan together and it paid off. Our sales are almost 5% ahead of last year in a tough economy. In a prior post, I outlined our plan of action.
So what do you do when you hit a bump on the road? Well, it’s all about psychology. My considered opinion after 30+ years in sales is simple – behaviour changes attitude. What does that mean? It simply means that you cannot just alter your mind from negative to positive. You must take action. When I was a rookie sales representative, I was in a slump and had not made a sale for a couple of weeks. The team met every Tuesday for lunch and on that day one of our new sales representative arrived late for lunch. He sat down and told us about two big sales he had made that morning which amounted to $50,000. My reaction was not good. I excused myself from the table, went home and had a nap. I was completely thrown off. The next morning when I got up and headed into work, I realized that it was time to take action. I called 1,000 prospects in the next three days. Guess what? Sales started to roll in and I was out of my slump.
Behaviour changes attitude. It’s that simple.