Help Me Choose
Jordan Benjamin

By: Jordan Benjamin on May 26th, 2020

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What To Do When You Might Have Your Worst Sales Month/Quarter Ever

As I sit here looking at what might be my worst month of sales in 6 years, there are a lot of thoughts going through my head….some helpful and good….with a lot of others that just take me down.  I know that I’m not alone and this happens to the best of us. It’s scary to look at an awful performance, it starts to allow questions to pop into your head, ‘can I do this?’ ‘Am I missing something?’ ‘Has my past performance just been lucky?!’ 

Accepting it is part of what I’ll do as not every month, quarter, year is 150% to goal. But, I won’t stop addressing the things that I can control for my performance now and into the future.  So, not only is this written to help me find my way back to over-achievement, it’s also to help others when they find themselves struggling because it happens to EVERYONE and what really matters is how you pick yourself back up. 

Luckily, a quote really inspired me this morning from Pema Chodron’s, When Things Fall Apart ; "The next time you encounter fear, consider yourself lucky. This is where the courage comes in. Usually we think that brave people have no fear. The truth is that they are intimate with fear.” I am fearful of not achieving my short term monthly goal and what that may mean for my larger longer term goals. But now, I can see this as an opportunity because I have the ability to push through this and come out even stronger than when I started.  Here are A FEW THINGS I’m working on to take control of my destiny and create a path for success. 

It’s easy to place blame outside of yourself, especially with Covid-19 and all sorts of economic impact coming from that…but I can’t change that.  So what can I do about it?

  1. What is in my control? The Levers I can pull:
    • Increase my Total Addressable Market (TAM) - sales is a numbers game and having the most potential opportunities is critical.  I can work with my team to increase our TAM and have more potential opportunities. I can also look to increase the quality of the leads we’re working by taking some of the extra time I have not on sales calls and review our leads to see if we can improve overall quality that should help close rates 
    • Re-engage cold leads, lost deals and dis-engaged partners
    • Make more outreach to my leads or customers, find ways I can add value (thanks marketing team for great, timely content!) and take an extra few seconds to make my touch points more relevant
    • Increase my product knowledge to make sure I’m as informed as possible for every conversation and up to date on newest feature releases to help close deals
    • Listen to calls/discuss with other teammates and see what is working for them- What are the things I haven’t thought about doing?

      This may be different for you.  What are the levers you have control over and can pull?
  2. Lean On a a sales leader/manager for support
    • 2 heads are better than one - bringing new eyes into a situation can be so helpful in identifying different ways to achieve success.  We all have a different perspective and lens with which we view the world.  So I’ve been leaning on my manager for ideas to help solve the short term but also looking into what the long-term plays can be to drive sustainable top performance. This has helped reinforce some things I know I should be doing and has also given me a few new ideas to help drive success. 

      Who is someone you can go to and get a new perspective?
  3. Get Organized
    • In a recent podcast interview with Anna Norregaard, she talks about a key skill for top performers being “organization that makes it easy for them to succeed.” ThisWhich inspired me to think about what ways can I organize myself more effectively so success is easier.  My calendar is getting more color coded, my pipeline is more organized, my templates are getting refined and I’m adding a few new ones so it’s quicker for me to prospect and more.  Not only does this help me now, but into the future as well. 
      What is one thing you can do to get more organized?
  4. Allow Stress to motivate and PUSH me, but not eat me alive
    • I’m definitely feeling more stressed than I have in awhile a while as a seller and that’s ok because positive stress, eustress, is good to push you.  But, if it goes on for too long with too much stress it will start to depress you and that’s a harder hole to dig out of.  So Friday I cut the day earlier at 4 to go play golf with a group of friends.  I’ve given myself permission to still do the things that I love and that give me joy outside of work.  In sales we have this opportunity to control our own destiny. It’s easy to say instead of golfing, just keep pounding the phone, make more calls and emails, instead of writing this blog post, just DO MORE SELLING! Luckily I’m writing this early Sunday a.m. so most people wouldn’t respond, but this also gives me a roadmap for myself to manage this situation more effectively with more focus and intentionality when I hit the phones this week. 

      How stressed are you currently? What can you do to get great leverage from the stress?
  5. Knowing the work I put in now, sets me up for future success!
    • In these times it’s really easy to fold and do nothing.  I can NOT allow myself to do that because lack of action now starts to create a negative cycle and even deeper hole to dig out of.  Sales is a long-term game and you have to be ready to plant seeds now that may not provide fruit/$$ for a while.  By giving it my best effort now, I can hopefully find some quick wins AND be planting seeds for future success! 
      What is one thing you can do to push a little further?  One more call, one more minute crafting an email, one more pipeline review?

There's a lot going on and a lot of ways we can spend our time.  It's up to you to choose what you will create and who you want to become with each moment of each day.  You owe it to yourself, to be your best!

About Jordan Benjamin

Jordan is the founder of My Core OS. After spending years in sales, working with sellers and studying peak performance he found an opportunity to help sellers level up to not only build peak performance at work, but to also create harmony between work and life so you can sustain performance over the long term.