As summer comes to an end, it’s time to ramp up the volume and kick that sales challenge right in the curve!
What the heck am I talking about? I’m referring to the good ole J-Curve, of course.
The J-Curve is a concept often used in economics to describe an initial negative return followed by increasing positive returns after a period of time.
In sales, an example of this would be putting a new system for selling in place—such as a new sales pitch or a new social media strategy—and seeing a slump in sales first, before the rise.
Visualization of the J-Curve
The truth of the matter is: not all sales strategies will be successful. The same goes for marketing—just because something is new and innovative does not mean that it is guaranteed to bring us mountains of success. But that doesn't mean you should quit before giving your strategy a chance to work.
So what can we do to implement new strategies and techniques without bottoming out? How can we turn a sales challenge into a sales success story? Here are 3 ideas to kick your sales challenge right in the curve:
- Ask Why
Ask your team why this new strategy is important. Why will it benefit our clientele? Why is it a great idea? Why, why, why? (And why didn’t we think about this before?!)
- Create a Timeline
Don’t let the curve get you down! Stay on top of your new strategy by creating a timeline. Results take time—often a bit longer than you’d think. When implementing a new sales pitch, marketing campaign, or promotional strategy, think long term. For small changes, think in terms of months: 1, 3, and 6 with 9, 12, and beyond reserved for larger changes.
- Stay Focused
Implementing a change takes time; it’s important not to quit too early. Stick to your timeline and remember why you are doing what you’re doing. Don’t give up before your end date and keep your team motivated during the process—it will make a big difference in the end!
In sales, strategy and planning is of utmost importance. Your sales team might have the most awesome, charismatic people on the planet—but without an organized plan and focus, your sales efforts will lack consistency.
Are you a sales manager or sales person looking for motivation while implementing a new sales strategy? Here are 3 ideas to keep the team going:
Sales Team Motivation
- Challenges – For those motivated by competitions, how about a friendly team contest? Be sure to check the personality types among your team members before beginning a challenge—you don't want to demotivate some while motivating others!
- Book Club – Keep the motivational momentum going by instituting an office book club. Books like Dale Carnegie’s How to Win Friends and Influence People, Richard Carlson’s Don’t Sweat the Small Stuff, and Stephen Covey’s The 7 Habits of Highly Effective People are a great place to start!
- Quote of the Day – Keep your team going strong by sharing a quote of the day via email (or in your daily huddle!). Assign team members for each day to really mix things up and keep the team engaged and encouraged.
Don't let a sales challenge get you down! We hope that the 3 ideas above along with the 3 motivational tactics help you and your sales team to kick that negativity to the curb and see success in a new way.
Are you looking for a systematic way to identify how to motivate each member of your sales team? Check out our NEW resource on Motivating Your Sales Team: The 4 Dimensions of Sales Motivation to learn more.