How to Rebound from a Shaky Sales Start
It’s a new year and you have big plans for your business. Unfortunately, it’s only the beginning of the year and sales numbers are already looking a bit shaky. So what’s a business owner or sales manager to do?
The first thing that you need to do is decide if your sales goals are too aggressive. Remember, just because you set a goal, doesn’t mean it is realistic. And unrealistic sales goals set your team up for failure. When they fail, they get discouraged and lose motivation. A lack of motivation leads to fewer sales. You get where this is going.
Next, you need to avoid the blame game. If you are confident that you have a strong, hardworking sales team, then there are probably other factors at play that need to be addressed.
Finally, the best method to increase sales is to meet with your team to figure out what is working and what isn’t. Once the root of the sales slump is discovered, things should begin to improve. Need help in that regard? At LeadGen Compass, we’ve identified some of most common culprits when it comes to falling sales:
- Lack of Structured Sales Process. A standard but customizable sales process is necessary to give new and veteran salespeople the tools they need to convert. A structured sales process shortens the sales process and leads to more conversions.
- Inability to Connect with Prospects. Failing to really click with prospects on a personal level is the kiss of death in sales. Impersonal emails or boring scripts are an instant turn-off. Encourage your sales team to get to know prospects as real people and not just potential sales conversions. One important way to do this is by really listening to customers instead of doing all of the talking.
- Failure to Qualify Leads. The better qualified a sales lead, the easier it will be for a salesperson to know how they can add value and make a sale. What challenges do prospects face? What are their goals? What are their pain points?
- Not Enough (or Low Quality) Leads. Sales and marketing must come together to establish what their ideal customer looks like. If each department has a different definition of that customer, this is a recipe for failure.
- Talking to the Wrong Person. Nothing lengthens the sales cycle like failing to connect with a decision maker. It’s not always easy to identify who this person is but better to spend your time finding out than to waste it talking to people who don’t have the authority to buy.
- Avoiding Automation. Time is money. From segmenting leads to personalizing emails, if you aren’t automating processes that can be processed, you are wasting time. Time that could be spent personally connecting with potential customers.
- Not Tracking Metrics. If you don’t know what is or isn’t working – and why – you will be unable to make the changes necessary to improve results. Monitoring KPIs like lead loss and conversion rates, for example, allow you to address gaps or weak points in your sales strategy.
While you may not have started 2020 with the sales numbers you were hoping for, that doesn’t mean it is too late. Figuring out why your sales team is struggling will allow for continued growth in the New Year.
If you are a small business considering marketing automation but aren’t sure how to get started, LeadGen Compass can help. Give us a call at 402-682-7418 or visit leadgencompass.com to get connected with one of our dedicated marketing coaches.
Our marketing team will help your business generate more traffic, more calls, more B2B leads, and more revenue.
Contact us and see for yourself what LeadGen Compass can do for your sales pipeline.