如何从灾难性的销售干旱中反弹

您曾经遭受过销售干旱吗？如果有的话，请放心。对于每个企业和每个销售人员来说，它们都是不可避免的。

即使您每天都在努力工作，接触潜在客户并追求自己的尝试，您仍然可能会错过目标。

当您经历销售低迷时，您不仅要面对对业务的财务影响，还冒着影响销售团队士气的风险。没有回报的辛勤工作可以迅速杀死动力，创造力和对工作的热情。而且，如果您看不到出路，您甚至可能会开始怀疑您的业务以及其产品和服务。

但是，负面的心态何时有助于任何从事销售工作的人？

When you're in the midst of a sales drought, the important thing to remember is that there is a way out. Keep reading this blog post to discover five steps that can help you bounce back.

1）接受干旱。

At this point, you’re probably feeling pretty stressed, right?

在您可以从销售干旱中反弹之前，您必须接受任何企业的缓慢时期都是完全正常的。您可能会发现这是最具挑战性的任务，尤其是如果您以前从未遇到过这样的问题。

Most of the time,sales slumps follow a period of extensive growthand/or changes to business structure. And as you might know already, these things come naturally to any growing company. With this in mind, it’s good to acknowledge from the start the high likelihood of facing the inevitable sales drought.

那么，如何充分利用自己的低迷呢？

Take this time to sharpen your selling skills, search for new prospects, and reach out to your most loyal customers. What might seem like down time is in fact just brewing time for your sales force to step it up a notch.

仍然感到沮丧吗？不用担心 - 您可能处于重大突破的边缘！

2) Revisit your sales targets.

上一次你重新审视你的销售助教吗rgets and goals? A sales drought is the perfect time to evaluate where you are today and where you need to be.

通过重新审视您的整体目标，您可以清楚地看到已经有效的内容以及可能需要更改的内容。对目标进行调整和修改将使您与当前业务状况更加紧密地结合目标。

Remember to take both long- and short-term goals into consideration. A bit of advice from降雨销售培训: “As you’re crafting your goals, you should also take care to take your big picture goals (e.g. making $1,000,000 a year, getting promoted to senior vice president, etc.) and align them to shorter term goals, including what you need to do this year, this quarter, this month, this week, and today.”

So how often should you be reviewing your sales goals?

I would recommend a goal review each morning before the start of the work day and at the end of each week. If you lead a sales team, strive to get everyone involved in at least one review session per month. This gives reps an opportunity to see how far they have come and what progress they have made. It's also a perfect opportunity for you to provide recommendations for changes that need to be made down the line.

3) Rebuild your prospect base.

“每年你将失去14%的客户,“木菠萝e Atwoodwrites. "Lesson: Never stop prospecting.”

如果此统计数据证明了任何东西，那就是您的业务是否处于销售低迷状态，您都应该始终寻找新的潜在客户。不足为奇的是，缺乏合格的潜在客户完全会引发不可避免的销售低迷。

To break out of your decline, start searching for new prospects. The best place to begin is your current account list. Touch base with any prospects in the past that have been swayed by a follow-up. Are you nurturing these leads?If not, now is the time to start, as nurtured leads produce a20% increase in sales opportunities与那些没有培育的人。

Next up, use social media networks to search for new and potential opportunities. Did you know thathalf of all customers feel a stronger connectionwith companies that communicate on social media?

LinkedIn是在专业网络中建立潜在客户基础的绝佳资源。Twitter，Facebook和Google+也可以在勘探方面有很大的帮助。

4) Reinvent your environment.

您的环境对您的工作方式有很大的影响 - 无论您是否意识到。这就是为什么改变风景或办公室大修是从销售干旱中反弹的重要一步。

According to a MusicWorks study,77％的企业说在工作场所演奏音乐increased staff morale and improved atmosphere.

当然，不仅仅是音乐来增强心情。尝试为您的办公空间进行改头换面，也许会使家具恢复活力，引入更多的自然光线，引入植物或增加更舒适的座位。无论哪种变化都可以改善您每天工作的环境，都可以做到这一点，并查看它如何影响生产力。

Another way in which you can easily reinvent your environment is by taking a day out of the office altogether. A break from your everyday environment can work wonders for your mind and help you tap into your creative outlet.

Have you been dreaming of taking a day off for a while? Or maybe working from the cute little coffee shop down the road? If so, now’s the time!

5）考虑教练。

Have you ever considered hiring a coach?

在销售方面，第三人称视角可能非常有价值，可以帮助您了解可以在哪里改进和更改球场。如果您正在遇到销售干旱，并且不太确定是什么原因引起了问题，那么专业教练也许可以识别出该问题。让教练坐在那里听电话或校对您的电子邮件，并提供有关您出错的建议和指导。

According toresearch conducted by ICF Global Coaching，为您和您的团队获得专业教练有无数好处。教练不仅可以提高工作绩效，业务管理和团队效率，还会对团队的心理状态产生积极影响。

下图（取自ICG全球教练研究) demonstrates the ways in which coaching can improve self-confidence, communication skills, and more.

仍然不相信专业教练的好处？ICG的研究表明hiring a professional coach has an 86% return on investment rate, with a 99% rate of satisfied clients.

销售干旱似乎是您业务的世界末日。但是，重要的是要记住这是暂时的。

Understanding the psychological and financial implications a sales drought can have on your business is imperative. You may find that you and your team don’t possess the same motivation or ambition you once had to cold call or email, but by following the steps listed in this post, you can start to build back the confidence and motivation of your team while finding new qualified leads.

Remember, this is your sales drought and only you can pull yourself out. So stick with the steps above and you’ll soon break through!