Lazy salespeople?

You run a company or a sales team...

It often frustrates you that your team don't prospect more, or pick up the phone.

You put it down to the way things are...but something inside tells you that's where the gold is.

It wasn't like this when you started off in business.

But the world has now changed...right?

You bear with it, hoping that things will come together next quarter...

But will they?

Here are a few hard truths I've found, having worked with dozens of sales teams and hundreds of salespeople over the past few years...

The main reason salespeople don't pick up the phone isn't due to laziness or a lack of motivation (though these can be minor factors).

The real reason is a lack of skill, doubts, fears, and a failure in understanding fundamental human psychology - which leads to a lack of confidence...meaning they just won't do it.

It's 2023 - most people have their heads stuck in their smartphones, but ironically no-one does the very thing phones were meant for...calling & speaking to people.

Fundamental communication skills are being lost daily.

This is the gap in the market which cannot and should not be ignored by anyone in business.

- Hardly anyone picks up the phone anymore.

- It's the most undersaturated route to market right now.

I've spoken to a number of CEOs recently who haven't received a cold call in months, some years!

Bottom line - if your salespeople develop phone skills and become competent - they will clean up.

And there's never been a more crucial time to do it.

But this requires:

- massive upskilling

- change in mindset

- shift in behaviours

- commitment

- transformation of habits

- completely different outlook

It also requires failure, feeling uncomfortable, consistent practice, coaching, & constant self-reflection to become more competent.

And once they get to that point it will become routine, a non negotiable part of their day as they begin to see the huge dividends it pays.

Every call, every interaction with a gatekeeper or decision-maker will become an interactive classroom, where they get slightly better each time.

They will start to recognise different characters & players as they begin to adjust accordingly as they grow in self & situational awareness.

Their sales roles will all of a sudden become more like a series of acting scenes.

And it will start to become a lot of fun, almost like a game - and so much more interesting than hiding behind email and getting ignored by 97.2% of people...

With the right guidance they will become addicted to the process.

And the outcomes will take care of themselves, as the results begin to compound.

Your salespeople aren't lazy - they just don't know how.

DM me if you fancy continuing this conversation...

#sales #business #people