Who Is Letting Them Fail

My people won’t prospect. They don’t believe they should have to pick up the phone. They’re waiting for marketing to generate warm leads, or something like that. They believe inbound leads are better than targets.

The sales force doesn’t plan or prepare for sales calls. They’ve all been selling a long time, and they believe they know what they need to know to sell effectively, even though their results don’t indicate that’s true.

The team doesn’t really want to change the way they sell. They believe what they do is the right way to approach sales. They want to talk about us and our products and services. They want to get contracts signed now.

My salespeople won’t go through the training. They believe they know everything they need to know, and I don’t want to insult them. They’ve been here for a long time, and they’ve been in sales since forever. They say they don’t have the time.

Everything Is Your Fault

If your salespeople won’t prospect, that isn’t their fault; sales leadership and sales management is responsible for their failure, and their lack of accountability.

If salespeople don’t create value for your dream clients on a sales call, they’ll have a tougher time getting them to give them time in the future. Their time is a gift, and you should not allow them to waste it.

Level 1 sales isn’t as compelling as selling at Level 4, a more strategic level of value. If your sales team can’t create compelling, differentiated value, the “traditional” sales approach will prevent them from succeeding.

Football teams train. The military trains. Professionals train. If your sales team doesn’t train, they are not going to get better, and they are going to fall behind faster.

If they aren’t what you want them to be, then you have to help them become it. That starts with accountability and your engagement.

Filed under: Accountability

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