I’m an AE at a mid-sized SaaS company and I’ve hit a brick wall. My pipeline looks healthy on paper. My activity metrics are where they should be. But nothing is converting. I’ve tried switching things up and revisiting old leads I thought were dead. Still nothing. I’m starting to doubt my own approach and worry that management will notice. Has anyone else gone through a slump like this? Any concrete steps helped you turn things around. Changing your mindset, adopting a new tool, or refocusing your prospecting strategy?
I'd take some time evaluating top performers at your company. Which companies are they signing, why are the clients buying and who in your book of business looks/sounds like the deals your company has been signing over the past 6-12 months? From there, you can tell stories to get foot in the door and customize talk track to that companies needs.
How does your close rate compare to others on the team / same team or division? If it's inline then there may be more of a product - market fit issue. If you're describing that everything seems to be working at the top of your funnel but you can't convert, while others on the team are converting, I would start with a couple things: 1. Evaluate the profile of the customers you are engaged with - do they fit all the ICP criteria - if not you may be targeting the wrong types of prospects 2. Call coaching - another red flag would be that you simply are not doing as good of a job uncovering pain during the discovery process, so as you get closer to the decision point, the buyers are not convinced there will be ROI. Very important to do call reviews with your leaders and try to figure that out. So in short, prospecting is not just a volume game but targeted volume and don't just expect a close rate similar to your peers without doing the really challenging and critical discovery work.
I think it’s extremely important to remember that the only sales people that have never hit a dry spell are the ones that lie about it. The slump you’re in happens to everyone and it’s so important to focus on the basics, keep your head down, and keep pushing forward. It will pass.
Sounds ilke you've focused so far on what you're doing, but maybe haven't dug into why prospects may not need/want/be interested in what you have to offer? Are you getting ghosted or are things getting pushed over and over?
Sync with your sales leader. Re-access your sales process. Reset your sales strategy. What is in common in your deals that are getting stuck? Or is the sales pipeline dry?
I'd look into activity metrics on your accounts in pipeline. When conversations stall or stop, usually the associated opportunity doesn't survive. Where can you add value and with whom to get the ball rolling again? Should take some elbow grease but be fairly easy to spot what accounts need more love.
Not going to be a friend here; Slumps happen for a few reasons: 1. Relief syndrome; you did well, then slacked. 2. Confidence; you're questioning things you shouldn't. 3. Congruence; you don't believe what you say or doubt the product. 4. Process; you aren't following the process. 5. Pleasing; you are hoping to be liked instead of respected. Only you know which it is, and only you can change it.