Why That Dog Won’t Hunt

This article is for anyone in charge of a sales team. 

There is a southern saying around hunting that is often used to describe an “under-performer”. For hunters, despite all the right conditions, some hunting dogs are a disappointment. The hunter can lead them to the forest, even point them in the right direction, still they just sit there. Hence the term, “That dog won’t hunt”.

The same applies for sales people. You may have recruited, acquired, trained, or maintained a sales person, yet they aren’t hunting for new business. 

It seems you hired them correctly: The sales person’s resume clearly lists the right conditions. Their LinkedIn profile lists the right past job titles. They have extensive tenure in selling business to business. They have adequate industry knowledge; with the ability to role-play like a champ. Still, for some reason, they can’t sell consistently.

Being a consultant for the B2B market, I have seen my fair share of sales people not chasing down new business. In short, there are a lot of hunters who are not hunting. 

The key is to find out why your pack won’t hunt. 

When you do a review to ask them, the excuses readily get offered. The claims include bad leads, uninspiring compensation, too much administrative work to do, a bad sales slump, prices are too high, and about five other untruths. (Ten more, if they are selling into the government space.) There is no shortage of excuses of why that dog won’t hunt!

But there are only two real reasons.

Here are two reasons “Why that dog won’t hunt.” 

REASON #1 THEY CAN’T HUNT

They will do it, but they can’t do it well. Time does not make a sales person automatically better at prospecting. It does the exact opposite. There is a direct correlation to tenure and capability. The longer someone is in sales the more likely their prospecting skills need resuscitation. 

If you don’t use it, you’ll lose it.

REASON #2 THEY WON’T HUNT

They can do it, but they won’t do it. Time does not make a sales person automatically more comfortable prospecting. There is a direct correlation to tenure and willingness. The longer someone is in sales, they are more vulnerable to feeling rejection.

If your sales team fits Reason #1 or Reason #2… you have a great reason to contact me. I specialize in fixing both.  

Click here for more information: https://willpowerharris.com/social-selling-report-offer

Article written by Will Harris

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