Sales Accountability, Frustration, and What to Read

Let’s look inside the Sales Conversation for the week of June 6, 2022

Working in a bubble as many of us do, we sometimes ask, "What are others thinking? Am I unique in my sales challenges?" If these issues are your issues, why not join the conversation? Here's a few recent discussions found in The Sales Vault and our free Slack sales community.

1. “I made zero sales calls today. Again.”

Quick story on this one…

A former coaching client called me years ago just to check in and say hello. I asked about his family and he told me how his two young sons are helping him to make sales calls. He said, “I told my boys if daddy makes two extra sales calls every day for the month of February, I’d buy the family a Wii Entertainment System. So, every night when I come home, the boys run to the door and ask, ‘Daddy, did you make your calls today?’ There are times when I’m leaving work but realize I haven’t made my calls. I can’t lie to those sweet faces, so I sit down and make two extra calls.”

And that’s the answer to your procrastination as well: Accountability. Make a sales activity commitment. Tell someone. Report in to them every day. Ask them not to let you off of the hook. Never again will you say, “I made zero sales calls today. Again.”

2. “I feel like I’m the only one struggling right now.”

Man oh man oh man, this is one I wish I could eliminate with a magic wand.

Gang, everyone is going through something right now. Always. From a business standpoint, the roller coaster stock market, general uncertainty and fear, supply chain issues, labor shortages … If it’s not one thing, it’s another.

From a sales standpoint, you are far from alone. First, the feeling of struggling never goes away completely. It’s part of the job and you need to embrace it. Second, do not focus on the outcome. Instead, focus on doing your job. You can sell your way out of almost every sales challenge. What’s more, every one of your sales challenges has been faced and overcome by someone else. Success leaves clues. Find and join a sales community. Learn what others have done and are doing to find success. Whether it’s my Sales Vault, our free Slack group, your regional affiliate, or some other connection, get the support you need.

PS — Learn more from the best reps in Tuesday’s Sales Best Practices Sales Vault workshop, where participants share their success strategies for prospecting, motivation, and more. Click here for more.

2. “I know I should read more, but…”
3. …I don’t have the time.”
4. …I don’t know what to read.”

Okay, so first things first: The value of reading cannot be over stated. Steven Covey calls it, “sharpening the saw.” Set aside one hour a week in your calendar and force yourself to read. Admittedly, I’ve only been following this practice for a few weeks and yes, it is hard every time to stop my day, but the rewards are worth it. As for what you should read…

As for what to read, most of my suggestions are not business books. They are self-help or human interest books. Here’s a link to my recommended reads: https://salesvault.pro/bills-recommended-reads/

Want more? Join the conversation and be a part of our sales community in The Sales Vault. Learn more at SalesVault.pro or call Bill Farquharson at 781-934-7036.