Number 1 reason why sales people do not achieve their targets (By:Mark Keating CEO SalesGuru)

LAME EXCUSES!

I usually like to write something uplifting and skills based but feel it is time to highlight this "cancer" and this is aimed at those people hurting our great sales profession. It still amazes me to hear the same old, tired excuses at sales meetings justifying poor performance and the time to stop is now!

The majority of sales people have the tools to perform yet the number one reason for not doing so comes down to poor activity, otherwise known as doing the hard work (prospecting) every day that is needed to be successful.

Regardless of what one is selling, the fundamentals remain the same. Who will benefit from buying my product, make the appointment to see them (prospect), understand how you can assist them (smart questions), present value and benefit in terms of them, ask for the business and look after them like gold. Yet minimal activity means minimal appointments, which means minimal sales.

If you are committed to your sales role at your company and are getting paid to do so, stop wasting time on personal email, social media and other activities not related to achieving your target. Honestly, would you pay yourself for your current efforts and sales achievements?

Stop talking about all the things you are going to do and just get on and do it! In sales, we are not only responsible for sales target achievement but 100% personally accountable as well. Nobody should have to "motivate" you do prospect every day.

So stop wasting any more time, giving lame excuses and fill your diary with people that can buy from you.