Early warning signs of a sales rut are not just lagging metrics. Listen for a decline in a rep's enthusiasm, a tendency to take shortcuts on calls, and a noticeable drop in their overall likability. These qualitative shifts precede significant performance drops.
Overcome procrastination toward essential sales activities by creating a personal reward system. For a set number of tasks, like 15 cold calls, grant yourself five minutes with an inspiring book or podcast. This creates a positive feedback loop for difficult work.
A manager's criticism or pep talks can often worsen a salesperson's funk. The real catalyst for change is the individual's self-awareness and personal commitment to systematically feeding their mind positive, motivating input, as no one else can do it for them.