Dealing with a Distracted Sales Professional

You’ve been their sales manager for some time now, and know they are good at what they do. Unfortunately, they aren’t closing any new business, and haven’t done so in some time. At one time, they were more successful, and seemed to be more aware of their surroundings. Now, it almost seems as if they are lost or always preoccupied. When you speak to them, they immediately interrupt and begin making promises and guaranteeing that they are that much closer to making it work with any number of customers. They are personable, outgoing, friendly and smart enough to succeed in sales, but despite all these qualities, they continue to come up short. What exactly is the problem?

They may be hiding something.

Working in sales can be extremely stressful. There is nothing easy about pursuing and closing new business. There are budgets to meet, and people relying upon you to bring business to the company. It can be a constant rollercoaster of emotions. One minute you can do no wrong and can close any order, and the next, you can’t close the door. In sales, image and presentation is everything. The old saying “perception is 100% reality” often doesn’t apply to the sales professional. While they may appear happy and upbeat, there may be something underneath, not easily noticed that is truly bothering them. Unfortunately, they simply can’t show it. Why can’t they? Well, for some, it is a first sign of weakness and uncertainty, and in sales you can never afford to be uncertain. The sales professional thrives in pressure situations, is invincible, able to take anything from anyone, handle multiple tasks, and at the end of the day, close all the orders. At least, that’s the moniker of a sales person and the image that must be portrayed. Otherwise, maybe they simply can’t take the heat?

Reality is entirely different.

Sales professionals are just like everyone else. While they may appear to have a strong presence and confidence, underneath they can be burdened by stress and sever anxiety. They can spend a huge amount of time on the road and away from their family, and are constantly facing rejection from customers. It leads to some pretty bad habits. Some are prone to drink, overeat, smoke, gamble, or any number of things to help cope with the stress. In the end, they display an image that everything is perfect. It is this same face they put on every day to make it look like everything is going according to plan.

Take the time to understand the real problem.

A sales professional that has a history of being successful, and then all of the sudden seems to encounter difficulties, is most likely someone who needs help. They may be apprehensive about speaking with you simply because of the fear that they’ll be exposed. They are constantly aware of the importance of displaying that image of confidence. Whether they realize it or not, they need someone to speak with. Someone who’ll let them get whatever is bothering them, off their chest. They need a vote of confidence, and it can only come from you.

Without knowing, you may have contributed to this problem. As a manager, you also have budgets to attain and results to achieve. Pushing those sales people you manage to attaint these goals, may have made them feel unable to be honest about their inability to succeed or meet the objectives. Being a sales manager means you manager your own performance, and that of a number of sales people reporting to you. In a way, you carry your own burden and all who are beneath you. You can not be successful if those underneath you are unsuccessful. You rely upon their ability to close deals. When they do, they succeed, and you succeed.  Therefore, take the time to sit down with this underperforming sales person. Help them get whatever is bothering them off their minds. At the same time, explain your own position and concerns and give them that vote of confidence. It will go a long way to putting both of your minds at ease.