Sales slump—everyone in the automotive industry has experienced them. But how do you not only recover from them but thrive long-term? In today’s episode of CBT Now, we’re joined by Matt Easton, renowned sales coach and founder of Easton University. Together, we’ll explore practical steps to overcome sales slumps and maintain consistent sales performance. Whether you’re a seasoned pro or new to the game, these strategies can help you regain momentum and break free from the rollercoaster of sales highs and lows.
Key Takeaways
1. Easton encourages salespeople to aim higher, especially when they’re in a slump. He explains that smaller goals often lead to complacency, causing sales professionals to do just enough to get by. By setting more ambitious objectives, salespeople can ignite their motivation and increase their activity levels. This shift in focus helps them break free from the cycle of underperformance.
2. Having a daily action plan is crucial for success. Easton also stresses that a structured approach, like writing down specific goals and outlining daily activities, helps combat the panic that often accompanies a slump. This can include setting targets for prospecting calls and follow-ups, which helps build a proactive mindset rather than succumbing to fear and worry.
3. During challenging times, many salespeople often focus too much on following up with existing leads, hoping to close those deals. However, Easton suggests a different strategy: dedicating 85% of their time to prospecting new clients. By broadening their reach and filling their pipeline with fresh opportunities, sales professionals can create more potential deals, ultimately increasing their chances of success.
4. Drawing parallels to professional athletes, Easton emphasizes the necessity of continuous training. He suggests that even just 5 to 15 minutes of daily practice can lead to significant skill improvement. This commitment to self-development fosters resilience and helps salespeople adapt to challenges more effectively, ensuring they are better equipped when opportunities arise.
5. Nevertheless, Easton emphasizes the importance of concentrating on effort rather than outcomes. Sales professionals can regain control and confidence by setting expectations around specific actions, such as making a certain number of calls. This strategy reduces the pressure of meeting quotas or closing deals, enabling individuals to focus on what they can control. Ultimately, this leads to more positive results.
“The problem with slumps isn’t that they happen—it’s what you do while you’re in them. Focus 85% of your time on prospecting and let the momentum build from there. You have to treat your sales pipeline like a steady plane taking off—no dramatic dips, just a smooth and consistent climb.” – Matt Easton.
