The War Room
Advice
Post

Is it COVID or do I just suck now?

I have been working in the outdoor industry selling SaaS to speciality retailers for the past 2 years, who have been hit pretty hard by COVID's impact - inventory shortages, not enough staff in the shop, etc.


I have been struggling to reach decision makers - limited bandwidth, with a customer when I call the shop, you name it I've heard it.


I used to book at least 1 meeting a day, now I feel relieved when I get 1 a week. I go back and forth between telling myself it's out of my control and to just keep dialing, or if I've simply lost motivation from trying to sell to these people for the past year and I suck at my job now.


Would love thoughts that are not from my boss.

πŸ“ž Cold Calling
☁️ Software Tech
πŸ’†β€β™‚ Mindset
13
CuriousFox
WR Officer
+12
Senior Account Executive
Many of us go through spurts feeling pretty helpless. I understand, and I applaud you for reaching out.

Focus on what you can control. Celebrate the meetings you book rather than beating yourself up. Small changes like this will help. That, and talking to your friends. ❀🦊
doinkey
Contributor
+2
Head of Sales
Thank you, I really appreciate the acknowledgment and advice.
WCK
Notorious Answer
+13
Padre de Tequila, General of the Coors Knights
This is normal. Hell, last month I scraped to quota literally 20 minutes before EOD on LDOM and I'm in my second month on a promotion. Helpless was an understatement. We all hit rough patches, especially with COVID. You have the skills necessary to succeed, something you've shown time and again. Keep. Fighting.
doinkey
Contributor
+2
Head of Sales
Thank you king I needed this
InQ5WeTrust
Arsonist
+9
Sales Savages, what is our profession? Trauma!
Dude you're just up shit creek selling to those guys man.Β 

Did a 6 month stint in logistics they're all getting royally screwed at the minute. Store closures, staff being ill and shipping costing 10x what it did a year and a half ago.Β 
doinkey
Contributor
+2
Head of Sales
Taking massive comfort in their pain, thank you for sharing
poweredbycaffeine
WR Officer
+9
Bean Juice Drinker | Sales Savant
The outdoor industry has been smashed in the face for the past 18 months. It's not you, it's them for all of the reasons you mentioned. Keep at it, and when things slow back down you'll be back to life.
funcoupons
WR Officer
+11
that's queen coups to u
From my limited understanding of that industry, retailers have been yanked through hell and back for the past 1.5 years due to COVID. Like you said, inventory and staffing challenges, plus restrictions on their operations changing every few weeks. I'd reckon that most of them are just in survival mode right now.

So no, it doesn't sound like it's you going from being fine to randomly sucking. I myself would probably be looking at other opportunities in more stable industries, but depends where you're at with your goals.
doinkey
Contributor
+2
Head of Sales
They definitely are - lot of uncertainty and bigger fish to fry than implementing software. I just truly believe in my company's mission and love working with outdoor shops. But I have been browsing around what else is out there if all else fails. Thanks for your input!
OpalTiddyChurger
Arsonist
+10
Funbags Enthusiast
Hang in there, it's likely COVID related. Alternatively, it could be time to explore other opportunities for your own sake.Β 
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Echoing the below, that industry is just brutal right now. Its not you. I blame Bezos honestly. Not sure how you can spin Covid but if you sell nationally i would focus on the covid maps, follow the lower case counts or stick to Texas, Florida where they are pretending it is not happening and business as usual
doinkey
Contributor
+2
Head of Sales
Honestly fuck that guy, and good point. Southern states here I come!
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
When you hit your quota based on Southern states, send me the WR I love Fat Checks license plate frame. LOLΒ 
Gyro25
Politicker
+7
BDR - Enterprise and Partnerships
Just a suggestion, but the event space is booming right now with hybrid and virtual events, so if you're looking for an industry that's on the up because of covid, you should look into event tech. My company and competitors are hiring.Β 
GrizzleMcThornBody
Politicker
+10
EVP - RevOps
fuck virtual events. sorry for cursing.
funcoupons
WR Officer
+11
that's queen coups to u
What are you, Canadian? Don't fucking apologize goddamnit
Show 8 more replies
UrAssIsSaaS
Politicker
+8
SaaS Eater
Long post alert but I hope it helps:


My team sells SaaS into the restaurant industry and the challenges we are facing are IDENTICAL to what you are outlining. My team is at historical lows for DMs reached and meeting run but all time highs for close rates because our platform can help alleviate a lot of the issues you outlined.

A couple things we have implemented that have helped drive top of funnel metrics.

1) Dont be afraid to start lower in the org, then work your way up. We will pitch mid level managers, turn them into champions, and then leverag that for meetings with the DM

2) increase phone outreach. We got lazy and started relying really heavily on email outreach because it was working in the past. Once we started hammering the phones again, our DM rates showed signs of life.

3) Call during the busiest part of the day. I know this sounds wild and its an easy way to piss people off, but if you go in and lead with empathy and use it just to find a better time to grab their ear for 5 mins it can work.Β 

4) Go listen to some deals you closed from 2 years ago when you were feeling yourself. Pay attention to how fucking badass you sound and carry that language and confidence into your next call.

Keep your head up man, you got this!Β 
doinkey
Contributor
+2
Head of Sales
Thank you thank you thank you. Surprisingly email is working better now than ever before, but I will definitely try #3
SalesJesus29
Big Shot
+6
Senior Enterprise Relationship Partner
I think that Covid has brought a lot of goods and bads. It has forced us to adapt, change up our approach. We also have to think about what our customers are going through and how we can better support their initiatives. Get out of the "selling" mentality and into the "serving" mentality. Meet them where they are and help them up level. Happy to help you brainstorm if you want to connect.
doinkey
Contributor
+2
Head of Sales
I appreciate that so much, and would absolutely love to connect and brainstorm with you.Β 
SalesJesus29
Big Shot
+6
Senior Enterprise Relationship Partner
@doinkeyΒ feel free to hit me up! Happy to connect. Shoot me a text 3039121989
se
sellingsellssold
Politicker
+7
SDR
I’m going through a rut also and just a reminder that it’s summer which is one of the hardest times to sell!
goose
Politicker
+12
Sales Executive
If you think things haven't changed in the last year and a half then you aren't paying attention. Β It might be covid but we don't get paid to make excuses.
3
Are handshakes at F2F meetings a thing of the past now due to COVID? Or will it just be awkward AF for a while and then get back to normal?
Question
11
Are handshakes a thing of the past?
Ch
+31
neversettle , Β  Chesher_Mat , Β  beermoney Β  and 31 people voted
*Voting in this poll no longer yields commission.
23
Are prospects really still using COVID as an excuse to not do business?
Question
26
4
Has anyone stopped to consider that COVID was formulated and dispersed by a bunch of genetic engineers who just wanted WFH to take off?
Question
6
Did somebody say WFH?
pa
+113
Incognito , Β  Mjollnir , Β  pacman Β  and 113 people voted
*Voting in this poll no longer yields commission.