Yo-yo Prospecting Destroys Sales Performance

Dan Symons is co-founding member of Sales Masterminds Australasia. Here is an article from him on the role of consistent sales inputs for those who are committed to predicable success. He highlights that horrors of the roll-a-coaster syndrome self created by most sales people. The rest here is from Dan with thanks.

We've all heard of Yo Yo Dieting. You realize you've put on more weight than you want. You starve yourself to get to your goal weight and, once there, go back to your old habits only to regain the weight. So you diet again - a cycle doomed to repeat itself.

What yo-yo'ers endeavor to do is crash-diet rather than make subtle long lasting changes to their approach to losing weight. Eating less, eating healthy, exercising more. Prevention is better than cure.

A similar thing manifests itself in business development. People are comfortable with a normal pipeline - they have work to do, things to focus on, they're busy. It's comfortable. Prospecting is a low priority...

"Why focus on the birds in the bush when you have some in your hand"

It's hard and the pay offs are often not immediate. Then, deal slippage or their pipeline dries up to create a serious hole. Panic sets in - they start the Yo Yo Prospecting cycle. Starved of business, they are forced to prospect, and quickly.

Their pipeline eventually normalizes (hopefully) and prospecting again goes on the back burner. And thus the cycle begins to repeat.

What good sales people realise is prospecting is activity you do all the time. The only thing that varies is how much you do based on your pipeline. They know their sales cycle and how far ahead they need to be initiating prospecting contacts before they have a chance of securing the business. If it takes you 6 months from initial contact to securing a new client - what chance do you have if you are sitting in a hole in your pipeline today?

You prospect to fill the gaps in your pipeline, not because you're in one! It is too late then.  Only a small change is required - set aside time each week to focus on this activity. Treat it like an appointment. Make those subtle long lasting changes today!

Dan Symons sells in the real world for his employer in New Zealand and is a founding member of Sales Masterminds Australasia. He is a trusted source of insight and advice to improve the way anyone sells. Follow his LinkedIn blog here and also on Twitter. Dan is also regularly featured on the Strategic Selling Group website created by John Smibert.

If you valued this article, please hit the ‘like' and ‘share’ buttons below. This article was originally published in LinkedIn here where you can comment. Also follow the award winning LinkedIn blog here or visit Tony’s leadership blog at his keynote speaker website: www.TonyHughes.com.au.

Main image photo by Flickr: Adriano Agulló tomi yoyo