How Sales Reps Can Recover from Setbacks

Strategies to Overcome Performance Swings

It’s estimated the number of tech companies that missed their numbers in Q4 2022 was north of 70%. Getting accurate data on private and public companies isn’t easy but let’s assume a margin of error of 20 points. That’s still a lot of companies and sales reps who missed their numbers.

I remember the first time I missed a quota. I couldn’t believe it happened. I was 23 years old, selling to small businesses at Yelp and a few months before “the miss,” I won the top sales representative award in the company. The idea of missing quota never even crossed my mind up to that point.

Something just didn’t click, and I couldn’t put my finger on it. Sales is a mental game where you have to control your emotions and work to stay calm and rational.

I did not stay calm and rational

I started blaming my territory, my manager, the product, anything but me. Ultimately, I got through the sales slump and eventually moved into the Enterprise division of Yelp.

Here’s a few things I’ve learned along the way as I moved up the ranks in my sales career.

Focus on what you have the power to control

Everything comes down to controlling the controllable. The beauty of sales is having ownership over your results, clarity around outcomes, and an opportunity to reset multiple times per year to hit your goals.

Attitude is everything

Your attitude is the first thing you need to get back on track. If you have a negative attitude, your prospects, teammates, manager, family and friends will feel it, even if you don’t say anything at all. I’m not saying to not be realistic, but find the positivity in every situation and embrace it as you move forward.

Clean and reset your pipeline

After missing my numbers, I very clearly remember doing a deep dive with my manager and she was in shock at how messy my pipeline was. I got too cocky and didn’t prioritize pipeline hygiene. This was a huge mistake.

If you’re not sure how to organize your pipeline, meet with your manager and prioritize it in your next 1:1.

Do more outreach 

Don’t wait for sales leadership to tell you what you need to do on a daily basis when it comes to your metrics. Don’t be reliant on your Sales Development Reps or inbound marketing efforts to load up your calendar with meetings. Make an aggressive outreach plan and take full ownership to execute on it.

So much of sales comes down to discipline 

The easiest way to hold yourself accountable is to create blocks of time on your calendar dedicated to specific sales activity and share it with your manager. Set aside time in your weekly 1-1’s with your manager to review your progress regularly. He/she can be a great resource in helping you identify other ways to get back on track.

Look at the stages of your sales pipeline and create blocks around each stage. Each company's sales process is a bit different so customize it where necessary. Here’s an example of what your week should look like, including time for personal decompression. 

Your Health Matters

Good mental and physical health has a massive, positive domino effect on your sales performance. As noted above in the graphic, write down your goal for the next 3 months and put a weekly routine on the same calendar as your sales activity blocks.

Take some time to reflect on your last quarter from a health & wellness point of view. What did you eat? How much did you sleep? How often did you get outside? Did you over do it on alcohol or Thanksgiving pie? Make a list of simple questions and write down easy solutions to give you something to aim for from an improvement standpoint. 

Consider building a “food prep” plan to have your meals planned out for the week, so you don’t have to think about what to eat. The more that you can automate your day and remove some of the stressful tasks, the more time you’ll have to focus on the execution of your plan.

Ask your friends to hold you accountable to your goals by checking in with you regularly or going to the gym along with you. If you're close with your manager, tell him/her as well. When other people are aware, it can be a big phycological reminder to stick with it and hold yourself accountable. 

Don’t be afraid to experiment 

If your company is small and lacks a sales playbook, experiment with different pricing/packaging in the market. For prospects interested in the value your company is able to provide, ask them openly what pricing/packaging works best for their business. Do this in lock step with your Co-founders/Head of Sales, but always test to see what kind of deals you could create.

Sales is a mental game. There is a lot of rejection coupled with very low points. Make a plan and celebrate every little win along the way. It’s a new year and a great time to reset.