Own Your Sales Results
By Mark Trinkle
5 Things Salespeople Try to Blame
- The competition
- The economy
- The marketing department
- The manager
- The prospect
REMEMBER: Any response that starts with anything other than the word “I” is likely to be an excuse.
Play The Sales Brew:
By Mark Trinkle, Chief Sales Officer, Anthony Cole Training Group
“Excuses are the nails used to build houses of failure.” – Jim Rohn
Now, that is one of my all time favorite quotes and does it ever apply to salespeople. My all-time favorite definition of accountability is this – owning the outcome that you created. At Anthony Cole Training Group, we have the chance to test thousands of salespeople each year and one of the more common problems we find within the DNA of a salesperson is the tendency for them to make excuses. To put a lighthearted spin on it, it is the dog going to dog obedience school and saying that the dog ate its own homework!
Our work in assessing the DNA of salespeople tells us that many salespeople simply make excuses for their lack of results. Here are the Family Feud Top 5 things salespeople blame for their lack of results…and no…you don’t get a chance to steal.
- They blame the competition.
- They blame the economy.
- They blame the marketing department.
- They blame their manager.
- They blame the prospect.
Now, does that sound like anybody you know? Does it sound like you?
Excuse making is contagious within organizations. And even worse than salespeople making them are the sales managers who tolerate them. Show me a company where both of those are occurring and I will show you a company where performance standards have been lowered.
One of my reasons for getting into sales was that I wanted to work in an environment where I would have nobody to blame but myself. I wanted more control of my destiny. I wanted to make money not because I love money (I do kind of like it to be honest with you) but because I love what money provides – freedom of time and freedom of choice.
So, in closing, how do you know someone is getting ready to make an excuse? Here is your clue – any response that starts with anything other than the word “I” is likely to be an excuse.
We are almost halfway through the year…and you have been creating an outcome. The big question is this: Will you own it? Or will you find someone to blame for it?
Thanks for listening…now go sell like a champion today.