Having worked with sales people for almost five long years and Yikes! Has it been that long already?!?), I have heard virtually every excuse why they don't or can't reach their sales targets.
Here are just six of the most common sales excuses I hear...
The competition is cheaper. While there will always be companies who sell the same or similar
product as you, very seldom is the competition as cheap as you think.
No one answers the telephone anymore. Yup. That's often true. However, the telephone is just one method
of connecting with your customers and prospects.
No one returns my calls. Most people don't return phone calls they are too busy or you
haven't given them a compelling reason.
My territory is too small. While a small territory may have a limited number of new sales
leads, it opens the door to create additional sales opportunities within your
existing customer base.
My territory is too big. Nice problem to have! Although a large territory presents
challenges from an account maintenance perspective, this issue can be remedied
by focusing your attention on the right customers.
My sales targets are unrealistic. Top performing sales reps set their own targets which are usually
higher than the quotas established by their boss. If they can do it, so can
you.
You can make all the excuses in the world but it doesn't change
the fact that you and only you are accountable for reaching your sales targets.
