How to Get Sales Unstuck: Strategies for Overcoming Stagnation and Driving Growth

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Sales teams sometimes face stagnation. Deals stall, pipelines dry up, and targets seem out of reach. This can be frustrating, hurting revenue and morale. But it happens to every company. What matters most is how to get sales unstuck.

This article will explore strategies to get sales back on track. It will help you identify the root causes of sales blockages and overcome them to re-ignite momentum.

1. Diagnose the root cause of stagnation

Before diving into solutions, it's important to identify the underlying cause of the sales slowdown. Stagnation can happen for a variety of reasons, such as:

  • Poor lead quality: Unqualified or low-quality leads hurt your sales pipeline. This will slow down conversions with your future potential customers.
  • Sales process inefficiencies: Sales teams may need help with long, complex, or outdated sales processes. They can prevent smooth deal progression.
  • Lack of follow-up: Inconsistent or inadequate follow-up can cause leads to lose interest or move on to competitors.
  • Skill gaps: If sales reps aren’t confident in product knowledge or sales techniques, this can hinder their ability to close deals.
  • Market changes: If sales tactics don't adapt, stagnation can result. Shifts in demand, the economy, or competition can cause this.

Actionable steps for diagnosis

  • Check your pipeline data. Look at metrics like win/loss rates, deal stage duration, and conversion rates. They will show you any bottlenecks. Tools like CRM systems can help visualize where deals are stalling.
  • Survey the sales team. Ask reps about their experiences. Do they need help with prospecting? Are they facing unmanageable objections? Are they encountering delays in negotiations?
  • Collect customer feedback: Reach out to potential customers who didn’t convert and ask why they chose a different solution. Insights from lost deals can be very revealing.

Once you identify the root cause, you can take targeted actions to address the issue. Let’s explore strategies to resolve common causes of sales stagnation.

2. Improve lead qualification

If low-quality leads are clogging your sales pipeline, your team will waste valuable time chasing prospects who aren't ready or able to buy. This can lead to frustration and poor conversion rates.

Tighten lead qualification criteria

  • Define your ideal customer profile (ICP): It should detail your best customers. Use factors like industry, company size, pain points, and decision-making authority. Use this profile to assess potential leads.
  • Use lead scoring. Rank prospects by their fit with your ICP and their engagement with your marketing. This helps sales reps focus on the most promising leads.
  • Align marketing and sales: Make sure marketing generates leads that meet sales' criteria. Hold regular meetings between marketing and sales teams to refine lead definitions and share feedback.
  • Ask qualifying questions early. When prospects enter your pipeline, ask key questions. This will gauge their fit and readiness. It helps disqualify poor leads. This lets sales reps focus on high-value prospects.

3. Streamline the sales process

A cumbersome sales process can frustrate prospects and cause deals to stall. Long approval times, excessive back-and-forth, or unclear next steps can sap momentum. Simplifying the process can have an immediate impact on deal velocity.

Steps to Streamline the Sales Process

  • Map out the current process: Outline every stage of your sales cycle, from initial contact to closing. Identify stages where deals tend to slow down and investigate the reasons why.
  • Automate repetitive tasks. Use CRM tools to automate admin tasks, like data entry, follow-up emails, and proposal generation. This frees up sales reps to spend more time on high-value activities.
  • Provide clear next steps: Ensure that both the prospect and the sales rep are always clear on what happens next in the process. Define clear actions for each stage, such as scheduling a demo or sending a proposal.
  • Shorten approval times: Long internal approval processes can slow down deals. If multiple approvals are needed, consider streamlining them. Or, empower your sales team to decide within certain limits.

4. Strengthen follow-up and engagement

Deals may stall because sales reps fail to follow up with prospects on a consistent basis. Strong follow-up is critical to keeping deals moving forward and staying top of mind.

Tips for better follow-up

  • Follow a cadence. Set a follow-up rhythm that is not too aggressive or passive. Consistent touchpoints—whether through email, calls, or social media—keep the prospect engaged.
  • Use personalized outreach: Generic follow-up messages can be ignored. Instead, tailor your outreach to the prospect's pain points and interests. Personalized messaging is more likely to elicit a response.
  • Add value to each follow-up. This could be a case study, industry insights, or answers to their questions. Avoid follow-ups that solely ask, “Are you ready to move forward?”
  • Track and measure follow-ups: Use CRM tools to track follow-up activities and outcomes. Analyzing patterns in your follow-ups can reveal what types of outreach are most effective at advancing deals.

6. Upskill and empower your sales team

Skill gaps or a lack of motivation may hold back a stagnant sales team. Your team must have the right knowledge, tools, and confidence. This is key to overcoming stagnation.

Ways to upskill and empower

  • Provide ongoing training. Regularly refresh sales techniques, objection handling, and product knowledge. Invest in training programs or workshops that address the specific challenges your team is facing.
  • Have underperforming reps shadow top sellers on calls. They'll learn best practices. This can accelerate learning and boost confidence.
  • Incorporate role-playing exercises: Practice scenarios where reps encounter common objections or difficult negotiations. Role-playing can help them improve and be more effective in real life.
  • Celebrate small wins: Stagnation can take a toll on morale. Celebrate all wins, even small ones. For example, advance a deal to the next stage or land a promising new lead. This helps keep the team motivated.

7. Reignite team morale and motivation

Sales stagnation can kill motivation. It makes it harder for teams to push through tough times. To get sales unstuck, it’s critical to inspire and energize your team with renewed focus and purpose.

Boosting team morale

  • Set achievable goals. Lofty targets matter. But, smaller, short-term goals motivate the team and build momentum.
  • Create a culture of accountability. Team members should hold each other accountable for performance. Regular check-ins and progress reports can keep the team focused and engaged.
  • Offer incentives and rewards. Consider performance-based perks, like bonuses or team outings. They can motivate your team to achieve their goals.
  • Foster team collaboration: Stagnation often leads to isolated effort. Organize team meetings to share best practices, successes, and challenges. This will foster collaboration. A shared sense of purpose can reinvigorate the team’s spirit.

8. Rebuild a healthy sales pipeline

If your pipeline has dried up, refocus on it. Build a healthy, active pipeline with high-quality leads. It must be constantly replenished.

Strategies to Rebuild Your Pipeline

  • Ramp up prospecting efforts: If prospecting has slowed down, dedicate time to proactive outreach. Encourage sales reps to engage leads via social media, email, cold calls, and networking.
  • Leverage partnerships and referrals. Build ties with complementary businesses that can refer customers to you. Additionally, ask satisfied customers for referrals to expand your lead pool.
  • Nurture cold or inactive leads: Revisit old or inactive leads with a fresh approach. Perhaps their needs have changed, or new offerings from your company will better address their pain points.

9. Address market changes and competition

Sometimes, external factors cause sales stagnation. These include market shifts, new competition, and changes in buyer behavior. Staying agile and responsive to these changes is key to regaining sales momentum.

Adapting to Market Changes

  • Conduct competitive analysis: Monitor your competitors' activities closely. Are they offering better pricing, new features, or more flexible terms? Use this intelligence to adjust your own sales strategies.
  • Stay in tune with customer needs: Customer needs and preferences can evolve. Regularly survey or interview your target audience. This will help you find any new challenges or priorities they face. Adjust your messaging and product offerings accordingly.
  • Innovate your product: If your service no longer stands out in a crowded market, it may be time to innovate.  You can differentiate your solution by:some text
    • Introducing new features.
    • Offering unique pricing.
    • Bundling services.

Wrap up

Sales stagnation is not an uncommon challenge, but it doesn’t have to derail your team’s success. You can get sales unstuck and regain momentum. Diagnose the root causes, refine your processes, strengthen follow-up, and empower your team. Stay adaptable. Be open to feedback. Keep pushing for solutions.

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