If you’ve managed or coached salespeople for any length of time, you start to notice trends. Stress, attitudes, and moods are some of the more observable traits you pick up on. These factors can’t easily be measured, but they need to be understood and managed regularly. Salespeople are unique within a company, often operating on a different frequency. Their performance hinges on volatile factors like the economy, competition, and timing—making it difficult to maintain stability amid such uncertainty. Unlike most roles, a salesperson’s compensation is directly tied to this uncertainty, creating a different kind of stress. However, one key indicator can help anyone understand a salesperson’s mood: their sales pipeline.
When you work closely with salespeople, you begin to recognize when someone is off their game. They may act like everything is fine, but a closer look often reveals the truth—it’s their sales pipeline. When the pipeline dries up after a good run, they may struggle to get it flowing again. Surprisingly, many salespeople don’t immediately see this as the cause of their mood. But considering the direct impact the pipeline has on their performance and income, it’s no wonder their mood dips. Conversely, when the pipeline is full, they tend to be much more resilient, brushing off other challenges with ease.
Here are five signs that your salesperson’s mood might have something to do with their sales pipeline:
- Increased Frustration Over Small Issues
When a salesperson’s pipeline is strong, they’re better equipped to handle minor setbacks. However, when the pipeline is thinning, even small issues—like a prospect not returning a call—can trigger excessive frustration. This shift in behavior is often a sign of deeper anxiety about future sales. - Avoidance of Pipeline Discussions
If your salesperson starts dodging conversations about their current opportunities or steering clear of pipeline discussions, it’s a red flag. This avoidance often indicates that they’re aware of the problem but are unsure how to fix it, leading them to downplay or ignore the issue. - Overemphasis on Past Successes
When salespeople start talking more about past victories, it can be a sign they’re compensating for a lack of current opportunities. While it’s important to celebrate successes, an overemphasis on past achievements may suggest they’re struggling with their current pipeline. - Sudden Enthusiasm for Non-Sales Activities
A sudden shift in focus towards non-sales-related tasks—like administrative work or internal meetings—can indicate that a salesperson is avoiding the reality of a weak pipeline. While these activities are valuable, they may also be a way to distract from the discomfort of a declining sales funnel. - Visible Drop in Confidence
Salespeople are typically confident, especially when things are going well. However, when the pipeline dries up, confidence can take a hit. You may notice them second-guessing their decisions or hesitating in sales calls. This drop in confidence is often a clear indicator that they’re worried about their ability to close deals in the near future.
In conclusion, a salesperson’s mood is often closely linked to the health of their sales pipeline. By recognizing these signs early, you can address the pipeline issue head-on, offer support, and help them realign their priorities. A healthy pipeline not only boosts sales but also keeps your sales team motivated and in good spirits.
