How to Handle Sales Slumps

HOW TO HANDLE SALES SLUMPS

Sales Manager's Workshop

A slump in sales can be caused by a single factor or a combination of factors. It can result from a recent event (such as the loss of a major account) or from faulty sales tactics (such as neglecting accounts or poor customer relations) during an extended period of time. Here are some suggestions for dealing with a sales slump:

* Review your sales call reports objectively. How many calls have you made during the past three months? What percentage of those calls was on prospects? What was your average number of calls per day?

* Review your sales volume for the same quarter. What was your average sales production per call? What percentage of your sales volume was from new accounts?

* Review your customer records. Were there any significant changes in the buying patterns of established accounts?

* Correct the faults that the review of your sales calls and sales production reveals.

* Change your sales routine. Work a part of your territory or market that you might have neglected.

* Freshen up your sales presentation. Have friends and colleagues give you their critique.

* Stay out of the office for several days, calling in from the field. Concentrate on calls to new prospects, rather than existing accounts.

Print this list out, for ready use, to deal head-on with a sales slump, as soon as it presents itself.

Source: Stephan Schiffman, "25 Sales Habits" (adapted)