{"id":11107,"date":"2015-04-24T19:53:38","date_gmt":"2015-04-24T19:53:38","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/how-managers-beat-sales-slumps\/"},"modified":"2022-10-17T21:28:14","modified_gmt":"2022-10-17T21:28:14","slug":"how-managers-beat-sales-slumps","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/","title":{"rendered":"6 Ways Effective Sales Managers Lead Their Teams Out of Slumps"},"content":{"rendered":"\n<p>Sales slumps happen. They are guaranteed to hit and, when they do, they put intense pressure on your team to perform. You, as a sales manager, should be prepared to lead your team out of the doldrums effectively and efficiently.<\/p>\n\n\n\n<p>We\u2019ve identified 6 things exemplary sales managers do to drag teams from the muck. There\u2019s no perfect solution to sales slumps, but these techniques will help mitigate damage and keep your staff afloat through the toughest times.<\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/#Identify_and_address_problems\" >Identify and address problems<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/#Shift_their_focus_toward_process_and_productivity\" >Shift their focus toward process and productivity<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/#Set_micro-goals\" >Set micro-goals<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/#Encourage_touches_on_existing_customers\" >Encourage touches on existing customers<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/#Challenge_stagnant_perspectives_and_comfort_zones\" >Challenge stagnant perspectives and comfort zones<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/#Pool_your_resources\" >Pool your resources<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/#How_do_you_manage_a_team_when_sales_take_a_dive\" >How do you manage a team when sales take a dive?<\/a><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Identify_and_address_problems\"><\/span><strong>Identify and address problems<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>When excellent managers recognize a sales rut, they first examine the situation as a whole. Ask yourself a handful of questions to help diagnose and address the situation at hand:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>What caused the slump? Was it something outside your control, such as a market correction? Or is the cause internal? Is your team fatigued? Caught in an inefficient cycle?<\/li><li>Is the whole team in a slump, or just certain individuals?<\/li><li>When in the past was your team at its best? What conditions led to success, and can you recreate them? Is there a common theme causing this issue?<\/li><li>How is the team feeling outside of work? Is everyone healthy and making time for activity? Stress and emotion weigh heavily on the sales process and can\u2019t be ignored.<\/li><\/ul>\n\n\n\n<p>There are no silver bullets in climbing out of sales valleys. Focus on what\u2019s obvious, but try not to ignore the big picture.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Shift_their_focus_toward_process_and_productivity\"><\/span><strong>Shift their focus toward process and productivity<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Remember: sales is a science. One all-too-common mistake sales teams make during tough times is&nbsp;<a href=\"https:\/\/www.sandler.com\/blog\/what-not-to-do-during-a-sales-slump-seven-deadly-sales-sins-how-to-avoid-them\/\">abandoning process<\/a>. Desperation sinks in, and the successful past goes out the window.<\/p>\n\n\n\n<p>It\u2019s your job to keep your team on task. Help each team member stay stoic. Focus on your sales process and their individual cookbook behaviors. Keep them prospecting, practicing pitches, and fighting for sales as usual. There are ways to fight your team\u2019s frustration and fatigue. Halting your standard selling process is not one of them.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Set_micro-goals\"><\/span><strong>Set micro-goals<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Maintaining broad and lofty goals during a sales rut can result in work without focus. Instead, define clear objectives. When times are tough, turn your team\u2019s attention to smaller, more controllable personal behavioral goals. Increase the number of prospecting calls made by 10%, or solve a specific problem for one customer. Achieving process-based goals can help your team maintain scope and keep morale from plummeting.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Encourage_touches_on_existing_customers\"><\/span><strong>Encourage touches on existing customers<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Remember that a primary role for sales teams is to build and maintain customer trust. Prospecting during a slump is important, but keeping your existing customers happy is always critical.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Challenge_stagnant_perspectives_and_comfort_zones\"><\/span><strong>Challenge stagnant perspectives and comfort zones<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>During the problem discovery phase, did you find that your team was spinning their wheels? It happens to all of us. We live in routine, recycling what we\u2019re reading, to whom we\u2019re talking, and how we treat our jobs.<\/p>\n\n\n\n<p>Sometimes shaking up the routine can put your team back on track. You can facilitate this for your staff without breaking sales procedure by bringing in fresh perspectives. Network with leaders in similar positions and ask them to shadow your team. Seek invaluable advice from colleagues and advisors you trust.<\/p>\n\n\n\n<p>It may be a single member of your team in need of a refresh. In that case, have that person sell from another office for a day. By shadowing another company, that person becomes reinvigorated and brings new ideas to your process.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Pool_your_resources\"><\/span><strong>Pool your resources<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>When your team is individually focused, it\u2019s easy to forget the&nbsp;<em>team<\/em>&nbsp;aspect. Encourage healthy collaboration and cross networking among team members.<\/p>\n\n\n\n<p>Open teamwork can lead to fresh perspectives. However, putting everyone in a room with no direction can lead to chaos. Try taking on Amazon founder&nbsp;<a href=\"https:\/\/fortune.com\/2012\/11\/16\/amazons-jeff-bezos-the-ultimate-disrupter\/\" target=\"_blank\" rel=\"noreferrer noopener\">Jeff Bezos\u2019 approach to productive collaboration<\/a>&nbsp;meetings. To start a meeting, provide your team with a memo detailing the specific issues at hand. Have everyone take 15-30 minutes to read and annotate this memo before proceeding. This process aligns everyone toward a singular goal, creating a focused meeting environment.<\/p>\n\n\n\n<p>Whenever possible, nurture an environment that\u2019s conducive to open idea sharing. In uncertain times, your team may fear failure. Lending thoughtful consideration to everyone\u2019s ideas leads to a more confident sales staff,&nbsp;<strong>especially when you put those ideas into action.<\/strong><\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"How_do_you_manage_a_team_when_sales_take_a_dive\"><\/span><strong>How do you manage a team when sales take a dive?<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>If you\u2019ve been a sales manager for some time, you probably have survived a slump in your recent memory. Your team may be stuck in one right now. What are you doing to keep revenues and behaviors positive? What were the most effective techniques in the past that allowed your organization to endure? Tell us in a comment below!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales slumps happen. They are guaranteed to hit and, when they do, they put intense pressure on your team to perform. You, as a sales manager, should be prepared to lead your team out of the doldrums effectively and efficiently. We\u2019ve identified 6 things exemplary sales managers do to drag teams from the muck. There\u2019s&#8230;<\/p>\n","protected":false},"author":167,"featured_media":11108,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[],"class_list":["post-11107","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>6 Ways Effective Sales Managers Lead Their Teams Out of Slumps | Sandler Training<\/title>\n<meta name=\"description\" content=\"Sales slumps happen. They are guaranteed to hit and, when they do, they put intense pressure on your team to perform. You, as a sales manager, should be prepared to lead your team out of the doldrums effectively and efficiently. We\u2019ve identified 6 things exemplary sales managers do to drag teams from the muck. There\u2019s no perfect solution to sales slumps, but these techniques\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/how-managers-beat-sales-slumps\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"6 Ways Effective Sales Managers Lead Their Teams Out of Slumps | Sandler Training\" \/>\n<meta property=\"og:description\" content=\"Sales slumps happen. They are guaranteed to hit and, when they do, they put intense pressure on your team to perform. 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