Do you have occasional bouts of sales boredom syndrome? You get up in the morning and say to yourself: “Oh no, do I have to do this all over again?” Clearly, your self-motivation, energy and enthusiasm are low.
Here’s a checklist for common causes of sales boredom syndrome:
Your pipeline isn’t anywhere near full. You identify new “leads” by cold-calling. Your day is filled by churning and burning your way through leads lists which lead to nowhere. You feel more like a telemarketer than a sales professional.
Change it up: Cold calling doesn’t get any salesperson anywhere with any amount of velocity. Take some initiative, please. Identify an industry vertical or marketspace that interests you. Stop relying on unqualified leads lists. Instead learn all you can about your targeted vertical. Identify the key players and the support players. Establish social relationships first. Engage in social conversation. Then take it off line. Boom! That’s not a cold call anymore.
Your infrastructure mismanages most of the contracts you bring in house. This rote routine is exhausting. You constantly fight fires which you feel are “their” fault. You have constant disruptions throughout your day, preventing you from preparing for sales appointments and following up with current customers.
Change it up: Give your signed contract legs. Walk it through your entire organization’s infrastructure. Find out who implements what you sell. Avoid playing the blame game. Find out how you all can make each other’s lives run more smoothly. Build allies and assets. Eliminate your self-defeating attitude and post- sales boredom syndrome associated with your internal team.
Your manager doesn’t have time for you. Your sales boredom is tied to lack of attention from management. Many times, it’s the folks in the middle, the 60% who are doing just fine but not quite making quota, who are ignored during sales campaigns. Are you in the upper half to upper quarter of the sales team? Sounds like your manager has their hands full fighting fires with underperformers.
Change it up: Take the initiative instead of waiting for your manager to find time for you. Schedule bimonthly appointments with them. Check in and evaluate your performance and sales velocity. Your own due diligence about your sales productivity tells your manager that you are on top of things. Even if you get lost in their shuffle, they know you will regularly schedule quality time with them.
You spend 10 hours a day in front of a computer or on your portable wireless communications device. Well, yeah, that type of inertia would sap anyone of energy. Did you forget to eat? (Constant ingestion of caffeine doesn’t count).
Change it up: Set the timer on your portable wireless communications device for 1.25 hour intervals. When the timer goes off, get up out of the chair. Put down your wireless device. Walk around your office or outside, preferably. Do a quick set of exercises to re-energize. Prevent yourself from falling into sales boredom syndrome.
Sales boredom syndrome becomes a thing of the past when your daily menu becomes varied by including these four activities. Focus on maintaining your energy, your enthusiasm, your professionalism. There’s nothing wrong in taking time to refuel yourself while you are selling.
Babette N. Ten Haken, President of Sales Aerobics for Engineers®, LLC, is a professional development coach and management consultant. She remodels startups. She recalibrates small to medium size companies experiencing unpredictable revenue streams and inconsistent growth and expansion initiatives. Babette’s book on horizontal business development and collaboration strategies, including tools, Do YOU Mean Business? is available on Amazon.com.