- June 7, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve seen the t-shirts, haven’t you? Slumps Happen. Lack of consistency causes salespeople to slump and consistency prevents slumps. It’s that simple. But what is the true nature of a slump? More often than not it’s a lack of activity, resulting in a lack of opportunities, resulting in a lack of sales. Next comes the salesperson sulking or feeling sorry for themselves. How much proactive prospecting will that salesperson do while feeling bad? Not much. How long will this go on? Until someone snaps them out of it. How do you snap someone out of it? Smack a 2 x 4 or my favorite, a baseball bat, over their head. How do you prevent these slumps? Make sure you don’t allow your salespeople to become inconsistent. How? Hold them accountable!