Take Out the (Head) Trash

Often, as a sales consultant, I’m brought in to help companies that have a sales “problem.” When I meet with the salespeople and encourage them to open up and let me know what’s in the way of them making more money, I find that in many cases they need to take out the trash. The head trash. You, like me, may have heard many times that you’re your own worst enemy. When it comes to selling, that’s often the case. Take a quick look at a few of the possibilities below and if any of them seem too familiar, perhaps you need to take out the trash!

1)The leads stink

I’ve never worked with a company where the leads were great. You can blame the marketing department if you want but it doesn’t matter where the blame lies…if the leads stink, the leads stink. You can bitch about the “Patel leads” (It’s a line from the movie ‘Glengarry Glen Ross,’ not meant as an ethnic slur) all you want but if you depend on leads to get you in front of prospects, and the leads stink, go out and develop some good leads on your own. Don’t depend on your company to supply you with them. No one cares about your paycheck as much as you do.

2)My computer (phone, CRM, etc.) is old technology

Company gave you some technology that’s more than 90 days old? Wahhhhh. Yes, it’s wonderful to have bleeding edge tools to use but if your company hasn’t upgraded in a couple of years you can whine and complain or you can go out and do your job anyway. Technology is there to assist you, not close the business for you. Do more work from home where your Internet connection might be faster and your equipment more up-to-date.

3)My company doesn’t give me the training I need

As a trainer this one breaks my heart (Hey, I’ve got bills to pay too!) but if you’re company isn’t investing in your development, maybe you should invest in yourself. There are books to read, public seminars to attend, private coaches you can hire and much more. The typical salesperson invest exactly zero in their professional development each year. Don’t be typical.

4)The economy is horrible

It isn’t where we want it but it also isn’t where it was last year at this time. Even if it was, what’s the difference? Customers are out there waiting for you. You may have to sift through more of them to find prospects that can afford what you’re selling but they’re out there. There’s not a load of low-hanging fruit but for the salesperson that prospects consistently and understands how to sell, there are still people ready to buy. From you. Now. Go out and make something happen. Or complain. Both are okay by me but it’s easy to figure out which one is going to help you pay your rent his month. I’m not saying there aren’t obstacles to selling…there are. I’m not saying all the obstacles are in your head. They’re not. But some of them are. Take out the head trash and see if it makes a difference in your paycheck. (It will!)