Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
You've seen the t-shirts, haven't you? Slumps Happen. Lack of consistency causes salespeople to get into slumps. 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 himself. How much proactive prospecting will that salesperson do while feeling bad? Not much. How long will this go on? Until someone snaps him out of it. How do you snap someone out of it? Smack a 2 x 4 over his head. How do you prevent these slumps? Make sure you don't allow your salespeople to become inconsistent. How? Hold them accountable. Use an application like OMG's SalesTrack to hold your salespeople accountable to consistent activity and you can prevent slumps from ever beginning.(c) Copyright 2005 Objective Management Group, Inc.
