I have had times like that during my sales career. I am talking about a slump so bad, it feels like you will never sell anything again. Even if you have been really successful before, self-doubt can start to creep in.

It is time to take a step back and analyze the situation. To help, here are suggested questions to uncover the causes of a slump:

Industry-wide factors:

• How does the business cycle/interest rates affect your industry?
• Have there been any stories in the media that might have changed your client’s perception of your industry?

Competitive factors:

• Has there been a shift in your competitor’s tactics, pricing, products or services?
• Has there been a shift in the type of objections you face? Is there a trend?

Company-wide factors:

• How are other salespeople faring in your company?
• Have changes in company products or procedures affected your sales success?

Personal factors:

1. Do you still feel highly motivated to sell?
2. Do you still believe in your company’s products and services?
3. Have you been assigned a new sales territory?
4. Have you been in your old territory for too long?
5. Has the quality of your prospects changed?
6. Have you changed (or ignored) your prospecting methods?
7. Have you changed how you assess your client’s needs?
8. Have you changed your sales presentation content?
9. Have you changed your closing methods?
10. Are you still doing the post-sales follow-up?

Use this checklist to discover possible causes of a sales slump. After all, knowing what is causing your slump is the first step to curing it.

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