A Fork in the Sales Road
You've done it, you've reached a fork in the sales results road. Your sales results have stopped growing and are now stagnant and you're wondering what to do.
Here are your options;
Keep doing the same thing
Do something different
Now, I know you're all thinking the old adage prevails "The definition of insanity is doing the same thing over and over and expecting a different result". In most cases, I would agree with you. However, in this day and age we are in uncharted COVID inspired territory. Sometimes, if your results have only slowed for a month or two, you might simply weather the storm and have market conditions swing back in your favor. By making big changes too quickly, you might actually set yourself back more than if you just waited the situation out. Other times, the market has moved on without you, and if you don't change and adapt, you will never catch up.
So...how do you tell which direction to turn?
How long have your results been down? 1-2 months is a good timeframe to evaluate and make small changes, but likely too soon to have a major makeover.
Are you aware of any significant market changes regardless of how long your results have been down? If so, and they are likely to impact your ability to generate sales, it's time to make some changes.
Is there a chance that doing something different can actually hurt your results? Be honest here, there are times when abandoning a previously workable strategy or approach could alienate you from current referral sources. Don't throw everything you've been doing out all in the name of "doing something new".
It's almost Fall....the busiest three months of the selling year. Now is the time to bulk up your in person and virtual sales effort to take advantage of more available referrals. If Summer didn't work out like you planned, take a look at the steps above and decided if you are staying the course, to heading in a brand new direction.
If you need personalized sales coaching to decide which way to turn, email me and we'll get you started right away!
Good Selling!
Michael Anthony Giudicissi
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