70% of Sales People Still Blame Recession for Poor Results

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The majority of underperforming sales people are still blaming the recession for poor results, despite economic evidence pointing to recovery.

Doug Tucker of Sales Commando, whose work has identified the findings, believes it’s time for ‘recession blamers’ to stop living in the past and face the facts:

The Misery Index – a multiplication of inflation and unemployment created by economist Arthur Okun – is at a record low. Meanwhile, both the UK and US economies are growing, consumer confidence is racing ahead and GDP is rising.

You’ve most likely only yourself to blame

The simple fact is that today if you underperform in your sales role, if your figures are down and you’re struggling to meet targets you’ve most likely only yourself to blame. In short, the economy is no longer your excuse.

My findings represent a small proportion of sales people. For the majority, their hard work and unfailing positivism has been the engine behind our economic recovery.

Those who are successful in sales treat their profession as a science rather than a job – and as such embrace sales training as a critical part of their personal development.

To improve results, sales people should first fully research their prospect

Blaming the recession for poor sales is a symptom of a disease that manifests itself in a lack of structure in the way that the business of sales is approached.

To improve results, sales people should first fully research their prospect. They must ask themselves “What are the problems that my product or service can solve?” And, of course, they must have the answer.

The second factor is pitch rehearsal. As an actor does before going on stage, it’s imperative to rehearse before a presentation. However, this comes with a caveat, and that is the third factor – the ability to listen.

During a presentation, simply keeping to a script will not work. The sales person must have the ability to react to a prospect’s questions in a fluid and knowledgeable way. And, of course, that all comes back to research and rehearsal.

Great selling is a matter of attitude, effort and application.

If sales people find themselves falling short of targets, I’d strongly advise they look above and beyond blaming a recession and focus on the fundamental principles of sales.

Author: Megan Jones

Published On: 1st Apr 2015 - Last modified: 22nd Mar 2017
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