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Oxford | ukinfo@sandler.com

March 26, 2014

Anneli Thomson, Managing Director

What could it be? Cold calling? Not following a system? Failing to qualify a prospect?

In fact there are hundreds of pitfalls in selling but the biggest in my opinion is not dealing with procrastination. I’m sure there are a few of you thinking, I’ll do that tomorrow. Unfortunately the reality is not that funny.

What happens to your sales team when there hasn’t been a sales culture developed that facilitates doing the difficult behaviours?

I’ve had the pleasure over many years in the selling business to know some fabulous people. My observation is the most talented or most capable people aren’t always the most productive or successful when it comes to selling. Well, that’s a paradox. They’re the best but they aren’t the most successful?

Here’s the thing, great communication skills, well planned goals, terrific intentions and a great presence don’t automatically thrust you into the sales hall of fame. The only thing that really does is results. How does that happen?

Having the talent means little if you don’t put it into practice. The best sales people can be gifted with exceptional knowledge, they can graduate at the top of their class but unless they have the confidence, self-esteem, drive and courage to do what must be done, that knowledge is of no use in developing their business or their life.

These people simply wimp out and will be content to pick the low-hanging fruit. They will have no impact on those in the competitive ranks with lesser surface skills. Ultimately they will become an order-taker or professional visitor. I love these people. They’re easy to beat.

Winners take charge, they are pro-active, and they control their destiny. They don’t procrastinate. Have you created a sales culture to reduce procrastination? Have you given your salespeople the tools to eliminate procrastination?


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