The problem with human beings is that we become complacent when things are good.

We’ll start to sit back, put our feet up and relax.

And why not, things are good right?

Well, they are for a period of time. Until something you didn’t prepare for happens and then your running around trying to rectify things. Businesses go under because of this. People lose the jobs.

You will see this in sales roles. You may even see this in your own sales figures.

I call it the ‘Wave Effect’ .

A lot of sales people figures are in waves across the year. And this is why.

To be successful in sales you must take massive action in creating new opportunities. Whether this be incoming, cold calls, leads, whatever. You pound the phone making great relationships, setting up deals ready for a close.

I find this period running over 2-6 weeks. Then the closes start to happen. I see this is the pattern over a 3 month period. With the 3 month being the greatest in sales.

THEN DOOM!

Its starts to slow down.

You dip again. Why?

Because you haven’t spent as much time creating during your high period. You were taking orders. Your were busing.

YOU BECAME COMPLACENT!

Then your back to 2-6 weeks of running around creating.

It’s goes on…

Answer.

Create opportunities all the time as much as possible.

Don’t be complacent in the good times. Just keep attacking each day.

The worst thing about closing deals?

Your pipeline shrinks!

Keep attacking!