Managing Sales Results, Not Excuses


Share on LinkedIn

There will always be reasons not to hit the sales goal. New excuse appear each year based on current events, the global economy and new competitors. However, after being in this business for 13 years, I hear some of the same ones year in and year out. The reality is that there will always be valid reasons to say you can’t hit your sales goal. The question is where will you put your focus—on managing results or excuses.

Here are a few of the oldies but goodie excuses:

“I can’t prospect because I am too busy putting out fires.”

Now ask yourself the key question Is your competitor going to quit prospecting because of similar fire fighting issues?

“No one is buying because of the economy, elections and Greece.”

Hmmm…Is no one buying or are you just not finding the buyers with budget and need?

“Prospects are only buying on price.”

If prospects are only buying on price, why are they willing to meet with you when they know you are not the low price provider?

Top sales producers live by the mantra, “If it was easy, anyone could do it.” They actually welcome tough times because they know it’s a quick way to eliminate mediocre competitors that focus most of their time and energy on excuses.

So what are you managing? Results or excuses?

Good Selling!

Colleen Stanley

Colleen Stanley
Colleen Stanley is president of SalesLeadership, Inc. a business development consulting firm specializing in sales and sales management training. The company provides programs in prospecting, referral strategies, consultative sales training, sales management training, emotional intelligence and hiring/selection. She is the author of two books, Emotional Intelligence For Sales Success, now published in six languages, and author of Growing Great Sales Teams.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here