Your Selling Sucks: Seven People Who Don't "Get It"

In selling solutions and services, many firms suck at selling.

Your selling probably sucks too.Why does your selling suck?It may not be what you think. It just may not be your sales people.

In fact, my scientific evaluation says - in 99 percent of the cases - it is not your sales people. It is because of you. And your lack of understanding what goes on in the selling environment today.Okay, I said you.

Who is you?

  1. You = sales management - because you don't have the balls to tell upper management.
  2. You = product management - because you haven't been in the field making cold calls - ever.
  3. You = the CEO - because you buy into the false bravado of people surrounding you saying, let's fire the sales people and get new ones in. Except your sales people turnover is 50% or more every two years.
  4. You = marketing - because you sit in the office and think attending conferences and trade shows and advertising is selling and you are afraid to tie your performance to real results.
  5. You = the CFO - well, no, most of the time you do get it and your pissed because you have taken the time to analyze the situation, but you cannot get people to act because they see you just as a "numbers guy" (or "numbers person" for the women who kicked-ass and are in this position - I respect the hell out of you).
  6. You = solutions architects or solutions support people who just expect the sales people to make cold calls and get appointments and move out of the way so "I can sell the prospective client."
  7. You = The HR department. Wake up and get the data. Stop pussy footing around here. Drill down into what is really happening. Go to the CFO, team up and get real answers. Your CEO needs you now.

Who is it then? If it is not your sales people's "fault" for not selling - who should we hang?

Let's not hang anyone . . . Let's just answer seven simple questions. See the next post!!!!

No comments:


Enter your email address:

Delivered by FeedBurner