Not going to hit your numbers this quarter? It’s one of the worst feelings. It doesn’t matter if sales management is on your case. It doesn’t matter how much extra cold calling you do. Sometimes, sales success escapes you.
When it happens, it’s easy to get overwhelmed with stress, but that only leads to more stress. My first question to you is: do you want sales success?
If yes, then let’s break the cycle of stress, get smarter about your sales business, and start hitting your numbers.
You Have to Break the Stress Cycle
Steli Efti put it this way:
“There’s no stress quite like sales stress because there’s no career quite like a sales career.”
The pressure is on for you to produce sales results. And most of the time, it’s a transparent process. Everyone knows who’s doing well and who’s missing the mark.
So how do you handle that? Succeeding or failing in front of everyone? It’s not easy for anyone; I can tell you that. But many do succeed. And part of their success comes down to managing stress. This is the first thing to work on, before we can look at your numbers, and before we can improve your numbers.
Handling stress is not a sales accessory; it’s a necessary part of your overall sales strategy. Acquiring and sharpening stress handling skills are a must for succeeding in sales. Just as much as a dialer or CRM are a must for aged lead success.
Stress Management Basics
If you’re stressed and not hitting your numbers, ask yourself if one of these is the culprits:
Sleep – Are you getting a full night’s sleep? Because that’s important. Yes, there are notable workaholics that are known for sleeping five hours a night. But you know about them because they’re the exception. Millions of other highly successful people sleep eight hours a night.
Eat – Your diet matters. Eating poorly will not relieve stress, it will cause it. That doesn’t mean you can’t ever cheat or indulge, but it does mean you need to focus on getting the right nutrients. Eat well so your mind can be sharp and your body ready to get things done.
Move – You can’t sit by the phones all day. Well, you can, but it won’t improve your sales as much as you think it will. It’s a must to get up and move. Go for walks, runs, lift weights, martial arts. Moving around will help alleviate that stress.
Rest – Not only do you need rest at the end of the day. You need breaks during the day. No one can maintain peak productivity from 8 a.m. to 8 p.m. The law of diminishing returns says so. So take a break or two during the day when your productivity is naturally beginning to wane.
Meditate – Lastly, give yourself time and space to think. And not about your sales goal. Humans are not built to run at full speed 24/7. Try meditation, spend time with friends, do yoga, take a hike in the woods. Anything that helps you recharge your mind and reduce your stress.
Yes, yes, I know. The basics are basic. That’s the point. If you aren’t sleeping, eating, exercising, and taking appropriate physical and mental rest breaks, your physical and mental health is going to degrade and you won’t be able to do what you want to do. And what you’re capable of doing, which is smashing that next sales goal.
Work on Hitting Your Numbers
When the basics are taken care of, you can start focusing on bigger fish. What is getting in your way and how do you move past it?
Now that sounds like a simple question to ask yourself. But the trick is that the real reason probably isn’t the first thing that comes to mind. The Five Whys method says we have to ask ourselves “why” something isn’t working at least five times before we get to the root of the problem.
This technique can reveal important things. Maybe volume wasn’t your problem. Maybe sales technique wasn’t your problem.
In fact, there are typically one or more of these root causes causing you to miss your mark:
- Unrealistic Goals
- Misdirected Action
- Market Shifts
- Company Problems
Whatever your problem has been, you have to get to the bottom of it first before you can solve it. From there, it’s a matter of taking responsibility for where you are and orienting yourself in a new direction for better success.
Sometimes, you just need to switch gears. Automate more of your lead nurturing business, try a new lead pool while the market readjusts, roll out a new plan of action for your sales funnel, etc. In these cases, I can’t recommend an aged leads strategy enough.
Aged leads offer a great chance to regroup, to change gears, and for a very affordable price. The ROI of a fresh batch of high-quality aged leads can greatly exceed that of real-time exclusive leads, that can cost far more and require just as much lead nurturing. And if you’re having problems with inaction or poor execution, aged leads are a great tool to force you to work smart, use available automation tools, and stay mindful about your stress levels and your self-care.
Get started today with a fresh supply of high-quality aged insurance leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, health, Medicare supplement or homeowners insurance, annuities, auto warranty coverage, mortgage refinance, or solar installation.