I am worried . . .
. . . that you don’t know that salespeople need to also be first rate marketers with the business acumen of a good general manager. I’m worried that you aren’t spending enough time working on the only real asset you have for producing all of the results you will ever produce.
. . . that you believe opportunities are going to come to you without the extraordinary effort it takes to open relationships now. I am worried that you believe that there is single method of prospecting that eliminates the need for all others, as well as the hard work.
. . . . that your sales manager doesn’t understand that his role is more leadership than management. I’m more worried that your company burdens their sales managers with managerial tasks that prevent them from being great leaders. I’m worried that you’ve been set adrift alone.
. . . that you belong to a generation of business people that have been taught to believe that the only value worth creating is a lower price. I’m more worried that you believe that more value can be created at lower and lower prices, forever and ever, without ever reaching the bottom. I’m worried that you don’t know we reached the bottom a long time ago.
. . . that you are going to allow your client to underinvest in the results they need and, by doing so, allow them to fail their clients. I am worried about your client’s clients who also bought on price alone and, as a result of that decision, also failed their clients.
. . . that you don’t know what you are capable of, that you haven’t given yourself permission, and that you are wasting time waiting for someone to come along and tap you on the shoulder. I am worried that you aren’t going to make the difference that you know you are capable of making–and the difference the world is waiting for you to make.
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Filed under: Sales 3.0