The best laid plans of mice and men often go awry. And when your sales targets are in the gutter, it’s tempting to throw in the towel and move on. But don’t give up just yet! You can make a comeback with some strategic prioritization, a little ingenuity, and a lot of hustle. Here are 10 tips you can use to get back on track when you’re falling behind in sales.
Know the root cause of your sales targets slump
If you’re not selling as much as you used to, you need to figure out why. One of the best ways to do that is to ask yourself questions. What Did I Miss?
Before you jump to conclusions about why your sales have taken a nose dive, it’s important to do some cross-team digging to identify what you may have neglected in the past. For example, did you spend too much time on technological enhancements or sales automation for your products?
It’s also important to do something about it. While you may not be able to follow the advice for “short-term fixes,” you can at least focus on what isn’t working. Is the content optimized? Are you promoting your website properly? This will help you identify not just what needs to change, but also why.
Change It for the Better
How can you help your clients with better positioning and marketing? When you can help them adjust to dynamic market conditions, you can do wonders for their business. There are a number of data sources you can pull from that will help you understand what customers are looking for now and suggest new products and services.
One of the best sources is your new analytics platform. Not only do you have access to data about upsell opportunities, but it’ll also tell you what content may have performed better and how to make adjustments to that content. You may even find new sources for leads that aren’t being captured today! Tools like
You can access proprietary data from your Google Analytics to inform your CRO strategy, leading to better targeting and retargeting campaigns. Getting creative with these creative last-ditch efforts may even help you catch up in the short term.
Keep It Local
Make a plan
Solution 1: Cut costs.
If you’re coming off a lean month, or maybe your sales are down because no one’s looking at your B2B offerings, you probably need to look at ways to slash your costs. By reducing the amount of time it takes to show your stuff to potential new customers, you could streamline the process and gain a few days’ headspace. However, you don’t need to ditch your top-of-the-funnel marketing or your super-low-effort sales funnels. Don’t just focus on sending fewer emails. Consider adding a few easy-to-implement A/B tests to your existing marketing.
Solution 2: Listen to your customers.
When improving your processes in an area like sales, you’re often encountering roadblocks from customer service. If you think of sales in terms of FOLLOW > FAVOR > DISCRIMINATE, those who have a strong brand and champion a cause can be an unstoppable force to be reckoned with. Your potential clients can be singled out and reached with personalized messages, and you can learn much from their unique objections.
But keep in mind that not everything customers say is actionable. So when you’re struggling with sales, you’ll want to focus on finding out what problems have been plaguing your prospects and what kinds of messages — from different mediums — are resonating most with them.
Solution 3: Use joint ventures.
While partnering up with your competitors for a limited number of projects is a tried and true sales tactic, you don’t want to limit yourself to that. Consider forming a joint venture, where you partner with 5 or 10 other companies and help those brands get exposure and momentum in key markets.
Assess your current clients and their needs
When you’re first starting out, it’s easy to take on any gig that comes your way. But as you grow your business, you need to make sure you’re only taking on clients that are a good fit for you.Plus, you don’t want to turn away clients who have quality product and will pay a solid price.
You need to know what your sales targets are, and don’t be afraid to build relationships with all of your clients. Working with likeminded people can help you out of a slump with new prospects. You could learn a thing or two from the entrepreneurs you work with. So whether you’re looking to engage in a niche industry, form a new venture, or rehab a property, you should feel encouraged compared to your competitors.
If you’re having trouble competing in a selling environment, consider forming a partnership with a totally trustworthy partner. If you work alone, you’re bound to test the limits of your knowledge and business forecasts. But with a partner, you’re bound to uncover great advice, help each other grow, and get the best bang for your buck.
Clarify Your Sales Roles
Even when you’re filling the visionary vacuum left by a siloed organization, you’re still a business owner. And while getting your sales team involved in the execution of your marketing plan is vital, communicating your role in the process is crucial.
Certain tasks require you to have a full understanding of each other’s roles and responsibilities. Provide each team member with the whole picture before you start working with them.
Focus on client retention rather than client acquisition
The most important thing in business is to keep your clients happy. When you focus on client retention, you’ll have a lot of loyal clients who will continue to pay you for your services. If you focus on acquiring new clients, you can have a lot of unhappy clients because it’s hard to please everybody.
Keep up the good work, and we’ll keep paying you. Start by taking a look at your sales driven goals. Are you lacking a clear-cut strategy to obtain the sales you’re looking for? Go back to your sales documentation from last year or two, and keep a running tally of your goals.
The changing environment in the space usually means there are more deals to be won. So, change things up by segmenting your space into different buyer niches. This helps you think about how you can appeal to different buyers.
This is why if you’re behind in sales, your best bet could be to create content or post meta offers to the internet to generate leads. It’s simple, but it works. The client at the end of the funnel usually deserves a little extra attention. It seems like their engagement may be fading away. If this is the case, you can sometimes try stepping in to offer a second opinion on title or contract negotiation.
The feedback you give may either make you their new favorite resource or improve their trust in you. Whenever you find yourself in a lull in sales, take a look at your emails.
Manage your time wisely to maximize productivity
To be productive during the day, manage your time wisely. Instead of looking at a clock or a calendar, use a timer that will buzz when a designated amount of time has passed. This will allow you to focus on the task at hand without being distracted by the time.
The more I worked from home, the more I realized people tend to do things more quickly. They set their phones down first, put their e-reader and charger in the other room, and grab their laptop for their next online meeting.
Everyone hates working during the day. So make your hours count. Decide early on where you’ll work and how long you’ll work, then prioritize and allocate time accordingly. Turn tasks into wins instead of losses. Low performers tend to put everything on the line every day, and these scenarios usually lead to low performance.
Instead of focusing on how many people ordered your product, focus on the number of wins you made and the number of orders you shipped. This is where novelty comes into play, as some people prefer novelty and spontaneous promotions over steady, predictable processes.
When you had a set-back, don’t let the experience discourage you. Reaching a mark that’s too difficult is not the end of the world. In fact, the trick is to keep attacking the target. The challenge itself is just starting. Don’t get discouraged by only making minor steps forward.
For extreme examples, try replying to your customers’ questions in your customer service form so you can try answering those questions so they can leave a review. You might not get the result you first hoped for, but if you use your setback as an opportunity to strategize and find a better way to answer those types of customer service questions, you can make great strides forward.
Persistent failures are eye-opening. While it’s easy to dismiss them as irrelevant, I recommend rethinking these failures into wins because they can teach you about the “why” behind seemingly unsolvable problems. Despite everything going wrong, passionate salespeople persevere despite the challenges.