3 Excuses You Should Never Hear From Sales
The first thing I want to say is that sales is a tough job, and it takes a very talented individual to succeed. The truth is, these people are rejected, challenged, and given unreal expectations every day. This leads to some bad days, and most people can’t do it. To say the least, it takes thick skin and a great attitude to be a sales person.
That being said, you’re going to hear excuses from your sales team, for one reason or another. If someone is making excuses, you have to be able to respond and coach them to success.
Before you can build a culture of positive thinking, it is important to identify excuses and defuse them.
1. “I don’t have enough leads.”
Leads are a pretty big deal. They’re the pipeline that keep your sales moving. However, research has shown that only about 70% of marketing qualified leads are ever contacted by sales reps.
No matter the organization, this is a common problem. Sales teams often feel as though they don’t have enough leads, despite most having an abundance. The cause may actually be a miscommunication between sales and marketing.
Defining quantity and quality between these departments can quickly improve sales follow-up.
2. “Our goals are unachievable.”
We’ve all had that manager who wants to be ambitious in their goal setting. It’s tough, but that doesn’t mean ambitious or lofty goals are unachievable. Most often they’re well within the realm of possibility.
If you hear this, it may be time for some coaching.
This is often a response to not having a clear strategy or plan to hit goals. It happens, but it can be fixed with a little brainstorming with your sales team. It might help to be more hands-on with the sales strategy and planning.
When it’s all said and done, don’t forget to celebrate your big wins.
If you’re setting goals that aren’t based in analytics or past performances, it’s not an excuse. If you’re just making up goals, then there is a possibility that they are unachievable. Anyone can say we will sell 50 more pieces of equipment next month, but if you only sold 2 the month before, you might be setting your sights too high.
3. “It’s not me, it’s the product.”
No matter what you’re selling, someone is going to have a feature here or there that is better than one you are offering. The thing is, features don’t win or lose sales. People are buying their sales person and they’re buying trust.
Solution: sales people have to believe in what they’re selling.
Unless your company is still selling VHS tapes, this shouldn’t be a problem. One of the best onboarding and sales coaching practices is to sell your sales team on a product. If you’re telling them all the best parts of the product and getting them excited, they are more likely to close accounts.
This is a valid excuse if you’re selling VHS or New Coke. Obviously those are products that sales reps can complain about.
Your sales team needs to be closing.
Sales people have a lot of great traits that are hard to find. The point is, you have to cultivate the right attitude to leverage their capabilities and achieve success. When you can set the right tone, your sales team will see limitless success.