Sales Blog for Sales and Sales Management

Over the last several years, we have spent hours with clients helping them overcome the crucial weakness of excuse-making.  'Excuse-making' quite simply is when sales people, or anyone for that matter, decide that when an outcome isn't reached or results fall short of agreed to standards, it must be something or someone else's fault.  In 'today's economy' ( I hate this phrase), we all have a built-in, ready-made excuse to not hit sales goals. Let me state here that I am not denying the economy does make it difficult to sell.  It,however, does not make it impossible.  Surely someone in your market is selling.  In our upcoming webinar on accountability, we will uncover the keys to solving the problem.  But it starts with how you think, not what you do.

The market did not disappear.  It shrunk.  It slowed down.  It isn't what it used to be 18 months ago.  But the market is still there.  I have a suspect on the east coast that told me today that they don't have money to spend on sales people.  I have a new client on the west coast that committed $200,000.00 to kick of a program this month.  It will last a year.  I promise you their industry is suffering as much as any other financial services.

What is the difference.  One is using a convenient excuse.  I could use one for my failure to generate a lead from the suspect on the east coast. But as I sit here and analyze the situation, the problem was that I called on the wrong person for making a decision on spending dollars to improve sales results.  I have to go back and call again to get to the right person. But that is just one opportunity.  How about the rest of the year?  I cannot allow myself to use the economy as a reason to not hit targets.  Yes, it might keep me from making 'a' sale but it shouldn't keep me from making my sales goal.  I have to work harder and sell smarter.

Take a minute or two to analyze your business and find out what you have to do differently to get results.  Ask yourself:  If I didn't use that as an excuse, what would I be doing differently?  I promise you, it will make all the difference in your results this and every year.

I recently met with a group that openly admitted that sales were broken.  This is what I heard.

1. Not enough names to start the process
2. Our partners for our selling seminars are not the answer
3. My compelling phone call isn't compelling enough - I'm not getting appointments
4. My success formula is wrong
5. Sales cycle is longer than expected
6. No accountability to effort
7. I don't have a success formula; I just operate day to day hoping that...
8. Calling on some people, but not enough people
9. Lack of effort

If you are at plan, ahead of plan, having an extraordinary year, then congratulations and thanks for reading.  You move to the head of the class.  If you are not in the above group, then where are you broken?  What are you going to do about it?  Who can help you?  How can we help?