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What If We Stopped Using The Economy As An Excuse?

by David Brock on February 20th, 2009
Yesterday, I was speaking to a colleague. He had a though provoking observation. One of the companies he is working with has adopted an interesting policy. They refuse to let their sales people use the economy as an excuse—their sales are up 10%.

I started thinking about other conversations and reviews I have been involved in and how so many are using the economy as an excuse for not performing. It’s true, the economy may be making things tougher—we may finally have to work for a living.

However, the need for solutions to help most of our customers has never been greater! Over the past couple of weeks, I have written about secrets to success—making your customers money and saving them money. These needs have never been more obvious or more compelling. Many organizations have no choice, they have to do something–but many don’t know what to do.

This is an opportunity for sales professionals to provide real leadership! It’s an opportunity for us to demonstrate our value to our customers. It’s an opportunity for us to really help them in ways that are meaningful–potentially their survival.

I fully realize this is not easy, but isn’t this the time for real professionals to step up their performance and prove what they are made of.

I’m going to start challenging all of may clients not to use the economy as an excuse for non performance. Every business and sales executive should be doing the same. Imagine what might happen!

What are your suggestions on how we can overcome this excuse and move back into producing results?

  1. Jill Myrick permalink

    I was talking to a sales manager who is a client of mine today. He told me they are exceeding their goals. I asked him “why” and he told me that at the beginning of the year he told his team “I know many of you have heard about a recession. I just want to make it clear that we will not be participating in that recession.” Ha! I loved it!

  2. Dave Brock's Blog permalink

    Jill, Great story! Thanks for contributing.

  3. It was an opportunity in 2009, and it still is. I’ve studied this situation. Salespeople who know how to leverage the changes that the meltdown caused win more business.

    • Thanks Dave, it seems it should be obvious, but economic downturns create tremendous opportunities for sales people. Clearly, customers want to figure things out and get back on a growth path. Astute sales people recognize this and start helping their customers re-establish growth. It’s a tremendous opportunity to create value and drive revenue.

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