Colleen’s Blog

You know what needs to be done to achieve success. You know that it takes hard work and effort. In fact, I’ve never met a SUCCESSFUL salesperson who did not put in the time and did not take the action required in order to generate positive sales results Unfortunately, it is often easier to choose the safe, easy, and familiar route. I’ve seen entirely too many salespeople convince themselves that they will not be successful no matter what instead of working hard to prove that they truly can be. In fact, here are just a few of the common excuses I hear from salespeople and business owners who are asked to implement a new plan:

Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run? In my 12 years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail. So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact? The key is in the execution. That’s right, most sales strategies don’t fall apart because they are bad strategies, they fail when they are put into action and implemented! I once had a sales VP complain to me about her failed sales strategy. When I asked her about the implementation of this particular strategy, she admitted that she had never really looked into how it was actioned. In fact, she hadn’t even presented the strategy to the sales reps who were expected to create success with it...seriously! Here are a few steps to ensure that your sales strategy achieves success beyond it’s conception.