There are five major challenges that Sales Professionals and Business Leaders have resulting in inconsistent sales months. While most organizations may do a few of these well, there are typically some that are in the way of hitting their goals on a consistent basis.➀ Market Changes - They often believe that their success is directly tied to market changes, so when interest rates go up and demand goes down, they believe there are limited opportunities. When they believe they are powerless over the situation, their business development activity goes dormant. This is when we need to shift our thinking from inbound leads to outbound engagement.➁ Inconsistent Activities - When the market conditions are hot, the demand generation creates a consistently full pipeline, so prospect outreach is often overlooked. This leads to rusty prospecting skills and a light pipeline, especially when the market shifts. As a result, rejection is higher, confidence is low, and they fall into “call reluctance”. When this occurs, it is time to develop and implement a purposeful go-to-market plan that withstands all market conditions.➂ Last Month Won’t Pay This Month’s Bills - They rest on their monthly successes. When they have a great month, rather than working hard to repeat the success, they rely on the income to take them through the next few months and then have to start all over again.➃ Random Acts of Prospecting - They are in reactive mode, not time-blocking vital activities, let alone consistently implementing them on a daily basis.➄ Results Can Be Deceiving - Accountability is based on results, not the process and activities that it takes to get the right results. To get consistent, predictable results, you need a consistent and disciplined approach.If any one of these resonates with you, you are not alone. This is mainly due to underestimating what is required to be a successful professional regardless of market conditions.In today’s economy sales professionals need to compete differently and achieve higher levels of production through value-based selling. As a leader, we support you to generate results from your team not seen before through effective mission setting, validating and empowering your team, and helping you deal with the changing times through a powerful change management process. If you are exploring ways to help your team become more productive, let’s chat. Whether or not we decide to work together, I am confident that our call will be full of actionable insights.p.delagarza@highperformance-solutions.com | 970.420.8951