Every professional has run into a slump in their career. Unfortunately, for medical sales pros, one bad sales quarter can easily topple into a bad sales year, and it’s hard to stop the ripple effect. If a bad year isn’t handled correctly, it can snowball into a new year disaster.
The good news is: you’re not alone in facing this slippery slope.
Many seasoned medical sales reps have experienced a tough quarter or longer. It’s your ability to come back from it with confidence and even more success that will separate you from the sales pack.
The journey back to hitting your numbers and client goals is undeniably challenging. However, with the right support system and tools, you’ll be back at the top of the sales leader board in no time. This journey will make you an even stronger and more conditioned medical sales rep than ever before.
Let’s get you back on track and moving toward a great 2018 sales year:
Be honest with yourself
Medical sales is challenging because there are so many outside factors affecting your revenue. From the economy to competitors, merger and acquisition issues, and changes in product, some things are simply out of your control.
It’s important to remember that no matter what happened, you must be honest with yourself.
If it was the economy, did you continue to take care of your clients even if they weren’t making large purchases? Or, if changes in products threw you off, did you put forth your best effort to become an expert?
No matter what your circumstances were, accept them and move onto improving each future situation. Use these external factors and your own personal issues to better yourself for the new year. Even during a successful year, this type of honesty and reflection is beneficial for continued growth.
Accept help from management
As you know, medical sales reps are determined, strong-willed professionals. Unfortunately, that has the potential to make it even more difficult to come back from a tough sales year. Admitting mistakes or issues from the previous year is a challenging feat for anyone.
Don’t carry the burden of last year around by yourself.
Set up a meeting with your manager. A set time will allow them to fully focus and give you the opportunity to have a heartfelt chat. Explain where you feel things went wrong throughout the year. Then, ask for feedback.
Be open-minded as they offer their synopsis of the year. Hearing constructive feedback is sometimes a hard pill to swallow. In this situation, though, it’s one of the best ways to get back at the top of your game.
If management isn’t already doing so, ask them to offer continual feedback this year. Accepting both positive and constructive feedback in real-time helps you head off issues before it’s too late.
Take it slow
Your determination to crawl out of last year’s slump will make you want to dive right into some monstrous goals. At first, it’ll feel like you’re simply being ambitious. However, too large of ambitions will set you up for failure.
Setting your sights too high and not achieving those goals immediately will damage your confidence even further. This doesn’t mean you shouldn’t have big dreams. Having an end goal is crucial for medical sales success. But don’t make this your one and only goal.
Start out with smaller, more attainable goals. As you accomplish each goal, take a moment to note how long it took and how you reached it. A small self-assessment like this will help you learn more about your own process. When larger goals come down the road you’ll be better equipped to handle them.
What tips do you have for those struggling to come back from a bad sales year? Share with us in the comments below!