This is something that is commonly known as sales calls reluctance or a block.
Its something inside your head that makes you reluctant to pick up the phone and book your next meeting or even goes so far as making you physically ill in some cases.
the early signs would be irritability and personality changes in you / or your sales staff. be very observant on these small signs since you will have to deal with them immediately or they will grow into a major pain problem. I had a person in my staff that at first was nice to every one and then gradually began to be more introvert and after more time started being irritated on her colleges. things that a normal person would not even consider to be bothers worthy. she eventually “hit the wall” and had to quite her job. we had of course had numerous meetings about how we could ease her situation (and her colleges) but nothing seemed to be helping and if they did it was usually for a short period of time.
She had sellers block and was afraid / hesitant / reluctant to lift the phone since they (the customers) was mean / nasty towards her according to her. Listen in on her to calls to try to help her i could detect that she almost urged the customers to be aggressive like she wanted it to become a bad call.
this is how far something like this can go. but it surely it’s an extreme case. I have since this case been much more observant on the negativity and phrasing on sellers to change the path they stake out for themselves and on the bottom line the path they stake out for your company.
If you have the symptoms of sales reluctance then make sure to address it straight away to not let a small snowball create an avalanche.
How do you do that?
Review your last couple of days and your performance on the phone when booking meetings. if you start to see a did in performance and booked meetings then you should try to go back to a safe way of doing it like a script or pitch paper and use that since this has worked before it will work for you again. Start to build self-confidence in your ability to book new meetings and hopefully you will get up to speed again.
talk with someone who you trust and ask them to “spot” you ie listen in and come with positive critic and if this don’t work then really you should try to get external help like a sales coach or consultant since this will severely affect your ability to conduct any sort of business.
Usually you can check your new contracts numbers and see that you don’t take in any or very few since its much more convenient and easy to call existing customers.
Hope this helps someone!