Slow Month? Here’s What to Do

Let's be honest. Bad months in sales can make you question everything. You start over, analyzing conversations, every missed deal, wondering if you have lost your touch. I've been there, trust me. I've had days, weeks, months where I thought I was doing everything right and my confidence completely disappeared overnight while I was showing up doing everything right on paper. But I was closing no deals like nothing was working. And the hardest part was I knew I could do it. I knew I was capable. And it just didn't make sense why my results weren't happening, why my results weren't reflecting in the work that I was doing. So today I'm going to walk you through exactly how you can rebuild your momentum after a bad day, week, month, emotionally, strategically and professionally. And by the end of this video, you'll know how to reset your energy and rebuild your rhythm in cel so you can come back stronger than ever. So if you are a woman in sales or you're wanting to get into sales and you enjoy my free trainings on this channel, click the link in my bio where you can apply to work with me one on one. So the first step to rebuilding momentum is acceptance. You heard me right. It's acceptance that things aren't always going to go the way you wanted them to. A bad month doesn't mean you're bad at sales. Trust me. Repeat that to yourself over and over again. If you are currently stuck into a rut, it just means something is off. That's it. Most women in sales make the mistake of attaching their identity to their income. When your results dip, your confidence dips. And look, it's inevitable. We can do all this work, but you're always still going to feel a type of way if that happens. But it's super important how we bounce back. Because when your confidence dips, your results dip even more. That's the emotional spiral that kills the momentum. So you go from just having a bad day to then having a bad week, to then having a bad month. So before you can actually rebuild anything, you have to detach from the result emotionally. You can't put your self worth on the deals you close or the income that you make. You have to purely look at the data. And this changed everything for me when I started looking at the metrics, at the data, for example my close rate. I knew, for example, if I was closing at 50%, then if I hadn't closed the first deal, my results tell me that I have to close the second. Or maybe I have four calls booked in the calendar and I Don't close the first and I don't close the second. My results show me that I have to close the third and. And the fourth. So I didn't get discouraged on the first call or the second call because I knew the deals were coming. So you need to ask yourself what actually happened in this call or at this time or in this day that made the results unfold this way? Where did my focus go? What habits possibly slipped? Or was it even in my control? And we're going to touch on that later. But first things first. You need to take ownership but without judging yourself. That's a huge one. I am someone who puts a lot of pressure on myself to perform, so I would always judge myself when I didn't. But try not to do that. Always try and be kind to yourself. Remember, confidence isn't I never fail. It's just I always bounce back. And I said that at the beginning. It's not about how many times you fail. It's about how quickly you bounce back. The most dangerous thing that you can do after a slow month is go into reaction mode. You start chasing the deals. You start changing everything that you've ever known as your proven process. I see this time and time again. Like when I'd done it myself when I used to manage sales teams and now when I mentor women in It's a tale as old as time. Everyone does it. It's only human. But we really need to remind ourselves. Take a step back, take a deep breath and remember, do not under any circumstances change your proven process. Go back to what actually works and be consistent with it until it starts working again. Simple as that. Same script, same process, same routine. You don't need to do more. You just need to be consistent with what works. And trust me when I say the momentum will start to pick up again. Sales is not always going to be linear. You have to know there's going to be bumps in the road. And that is totally okay because sales is an emotional sport and your energy sells before your words do. So when you've had a bad month, your nervous system is usually in survival mode. You sound uptight, you rush, you over talk, you over compensate. Before you jump back onto your next call, it's super important to remember that you need to reset your state so you don't feel that way because that is how things spiral. You can go from having one bad cool to then five because you didn't self regulate. So this could mean just taking a full day off, which is something that I used to struggle doing. But it's so important. This could mean writing down your frustration or venting to someone close to you who will listen to let go of them. This could mean moving your body or going on a walk. This could mean breathing before each call so you feel more centered. Because at the end of the day, you can't lead others. When you're feeling emotionally dysregulated, the prospect will feel this instantly, even if you're saying all the right things. But your energy is off. That is where the prospect will start. Feeling in fight or flight. Because your emotional composure is what builds trust. When you're calm, people will lean in. When you're anxious, people will pull away. Now that your energy is back, it's time to get strategic. Instead of asking what's wrong with me, ask what's wrong with the current process or the current situation that we are facing. So for example, pull out the calendar. Look at the type of bookings you've had or the amount of bookings you've had, as well as putting up your most recent sales call and reviewing them. You want to see how many qualified conversations you've actually had, if your follow ups were consistent and were you leading in the call or were you reacting to the prospect? So this is going to be split into two categories. You're going to look at what you can control, which is your process on a sales call by doing sales call reviews. And you're going to look at your calendar and the amount of calls that you've had to see if that's typical. Now you can actually control that too because if you had a lower week, you can just pick up the phone and dial your pipeline. But let's say if we're comparing our performance from the week before where we had 30 booked calls on the calendar and we closed, I don't know, 15 to the week after, where we only had 10 booked clause and we closed five. You can't beat yourself up about something like that because there was genuinely less calls on the calendar. And it may be as simple as that, problem solved. But you can't track what isn't measured, which is super important. Why you need to keep on looking at your calendar, looking at your metrics, looking at your calls taken, et cetera, so on, so forth. So you know this type of data because usually a bad month isn't a talent issue, it's a systems issue. So let's say if you're looking at your sales calls, maybe your framework slipped, maybe you got complacent, or maybe the marketing increased spend and the leads have decreased. This is what we need to look at first before we start changing everything. We need to look. Is there anything that has changed? Because that is going to be the logistical way of handling things rather than getting emotional about things. Because if your systems are strong, your confidence will rebuild naturally. So if you know you're doing everything you can to achieve success and just be consistent with it, then your confidence will just come off the back of that. Basically, the next part is what separates you as a top performer from an average one. When most people have a bad month, they obsess over their numbers. Top performers focus on skill, refinement. They ask where did I lose influence or did I create enough urgency or was I leading or was I following? They record their calls, they self audit, and they go back to the fundamentals with curiosity. Self auditing is huge. I teach all my girls to self audit, whether they're on offers or off offers or not on offers. If things aren't going your way, you need to self audit to see what are you actually doing. Because a lot of the time we think we're doing more than we are or we think we're doing better than we are. And it's only when we self audit our process do we actually realize, okay, I've missed X, Y and Z. So to summarize, here's the truth. If you can't lead yourself through the lows, you'll never be able to sustain the highs. Sales is all about having a strong mindset. Leadership isn't tested when everything's perfect. It's tested when nothing is. The best sales women I know don't crumble on after rejection. They bounce back. They pick themselves up and they carry on. They don't chase, they attract. You know, I always say that that is super, super important. Every salesperson goes through this. You're always going to have the highs and the lows. As I've said, I have dealt with this countless times. But it's those seasons of the industry, the those are the ones that really matter, that really develop the salesperson that you are, the top performer that you want to be. So if last month didn't go the way you wanted it to, that's good. Because it's in these times that you will grow and you will develop as the saleswoman you want to be. So remember, audit, rebuild and refocus. That is how top performers reset. See you on the next one.