The title says it all. Here are 3 common revenue-killing excuses, what makes them detrimental, and how to fix each one.
Excuses only have as much power as you give them, but once they have power, they will stunt revenue growth, both from a prospecting and sales perspective and from a discounting and price reduction standpoint. Put a stop to them and watch revenue and profitability grow.
If you have more excuses to share and why they are flawed, I’d love to see them! Email me at firstname.lastname@example.org
* Salesperson data from Objective Management Group
Gretchen Gordon is the CEO of Boost Profits, a consulting firm specializing in sales team transformation. A self-proclaimed “Sales Nerd” with over 27 years of sales, sales leadership, and sales team transformation experience, she spends most of her time working directly with client companies and helping them improve their sales effectiveness and exceed their sales goals. Gretchen is also a frequent guest speaker for industry events and webcasts, and has been featured on the radio talk shows “Meet the Sales Experts” and "Sales Coaching over Coffee." She is also an accomplished writer, having been featured on industry-leading sites like SellingPower.com and SecurityInfoWatch.com. She authors a “Top 50 Sales Management Blog,” according to Docurated.com, and has published sales-focused eBooks, including “The 5 Essentials of Effective Sales Management” and “Cold Calling in the 21st Century.”
Find out more about Gretchen Gordon on LinkedIn