I am in my office the other day when a Vice President of Sales calls and states he needs assistance. The dilemma: the sales staff closing efficiency is off. In addition, the VP continually learns the staff does not meet with the economic buyer and hears the same rote excuse of “no money in the budget”.

For a few moments we speak and since they are not located in my city we agree to discuss how I might help. After 20 minutes of provocative questions and gaining some insight into the objectives of the organization, metrics for accountability and to understand how well we meet those objectives and finally the value to the organization, we agree to my sending a proposal. However, the vice president continually asks me for a foundational fee to better understand the investment. Unwillingly I provide him a very conservative estimate based on similar work. He states, “We do not have money in the budget”.

Naturally I was flabbergasted. The Vice President calls me, desires my input for better closing efficiency and then gives the same excuse as his representatives.

Here are some unprecedented facts from a recent CSO Insight:
•    92% of most sales professionals lack a foundational selling method which continually impacts closing efficiency.
•    The percentage of salespeople failing to hit their sales quota rose from 38.8% to 41.2%
•    Overall revenue plan attainment dropped from 88.2% to 85.9%
•    The top 20% of sales reps are generating 61.5% of revenue

If sales are vital to every organization including the Federal Government, then why not invest in the most imperative asset? Think about that nothing, and I mean nothing happens unless something is sold.

The essence of the issue revolves around two heartfelt realities; 1) failure to invest and 2) taking a good look in the mirror. If the manager desires more sales and better efficiency then he might want to take a good look at his philosophy. Student emulate those that they learn from.

What is the image you see in the mirror?  Are you ready to invest in you and your team or will you look in the mirror and continue to make excuses?

Drew Stevens PhD is a leading authority on Sales and Sales Leadership. He is he bestselling author of Split Second Selling and the forthcoming Ultimate Business Bible – Success Strategies for Business. He entertains audiences worldwide with his engaging and interactive workshops and seminars. In addition, Dr. Drew is the author or Sales Fitness the Top Ten Featured Blog and Podcast. Download the podcast now available only on iTunes.
 
Get the crucial guidance you need to thrive during this economic slump with Drew’s new released audio program “Thriving During Turbulent Times only available on www.salesgravy.com . Dr. Drew delivers solutions and strategies to navigate though difficult economic terrain.