One of the most common complaints we hear from salespeople is how hard it is to get someone to commit to an appointment.

They find their prospects using the same excuse over and over again: “I’m busy, so call me in a month.” Then, when the salesperson calls back, they are busy again and use the same excuse… “call me next month.” To make things worse, they blame this problem on the prospect. However, it is not the prospect who is to blame, but rather the salesperson. The real issue is that most of the time when your prospect says, “call me in a month”, what they really mean is “don’t call me.” Although we sense this, we are afraid to hear it. So, instead of getting a “no” and discovering there really isn’t an opportunity for us, we would prefer to chase a prospect that is unwilling to see us.

The professional salesperson operates quite differently.

Eliminate Hiring Mistakes…Immediately and Avoid the High Cost of Hiring Mistakes!

The process of interviewing, hiring, on-boarding and training…and then suddenly losing salespeople is a very costly mistake. How much money and opportunity has your company lost on salespeople who are no longer with you? Keep reading….we’ll show you how to calculate an actual number below!

As managers, we often ask ourselves, “How are the troops doing?” The term “troops” is more than a euphemism, because these are the people we engage in the battle for sales. The battleground today is the “Uncertain” economy which many businesses face. Look at your troops, as a General might and ask some penetrating questions.

As a Sales Manager, your job is to get results through your salespeople. However, in lieu of results, many salespeople explain why they didn’t, couldn’t, or wouldn’t get it done. They have a self-limiting belief that excuses release them from their obligations or duties. Consequently, excuses are offered in defense of their marginal behavioral or performance.

As part of planning and developing your 2022 Sales Plan-Step #2 out of five is Evaluating your Current Sales Staff.

Ask yourself:

1. “Will my current team get us where we need to go in 2022?”
2. Are my salespeople prepared, trained and skilled to effectively Prospect, Qualify, and Close business to achieve quota with both existing and new accounts?
   
   Fact: Just under 50% of sales reps can achieve sales quota in “normal times”, and that number has dropped significantly “Post Pandemic.” Depending on the business and industry is it is hovering around upper 30’s to low 40’s%.