Handling Sales Pressure

 

Handling Sales Pressure

Pressure is a commonly used term in the workplace, especially in sales-driven organisations, often called month-end sales pressure. For those in sales, this phrase is frequently invoked at the end of the month, when many wish to spend more time with family and friends. Let’s take an unbiased approach to understanding sales pressure. Generally, two main factors contribute to this pressure: uncontrollable and controllable factors. We'll explore both briefly before identifying methods to handle pressure effectively.

Uncontrollable Factors

As we know, markets are dynamic, and customers each have their approach when dealing with salespeople. This means that certain factors are beyond our control. For example, a sudden trip by a decision-maker, a company's deferral of a purchase due to financial considerations, competitive offers, or a reduction in product demand can all impact sales. Sometimes, we fail to consider such situations and continue to expect business, only to end up with empty hands, adversely affecting our performance and creating pressure. We can foresee such conditions and adjust our approach accordingly if we are proactive.

Controllable Factors

These are factors that are within our control. However, procrastination, overconfidence, lack of conviction, insufficient knowledge, and poor planning can negatively impact our sales and increase pressure.

Take a few moments to list the uncontrollable factors where you could have developed a better plan. Also, identify the controllable factors you could have managed more effectively. By doing this, you will be better equipped to avoid future sales shortages and the resulting pressure.

The excuses we use at month-end can be likened to painkillers; they may provide temporary relief, similar to clove oil for a toothache. However, we will continue to struggle with sales unless we address the root cause, like requiring a root canal for lasting relief from tooth pain. If we don’t conduct a root cause analysis for our lack of sales, we may convince ourselves that we are correct and that the market is not favourable. For someone who wants to succeed, making excuses and playing the blame game should never be part of their vocabulary.

M.L.Narendra Kumar