Daniel Tardy: License To Sell

My Broken Toolbox: The top 3 reasons why salespeople fail

Posted in Selling by elephanthunters on October 16, 2009

I’m a native Texan, so a little bit of ‘cowboy’ in the DNA comes with the package.  Cowboys, as you know, drive trucks and mine is a King Ranch F-150 4×4.  The cab in my truck doubles as a private lounge where George Strait and I have regular business meetings and occasional conversations about life issues like politics, religion and women.

When I bought this truck it was missing one critical piece of equipment: A toolbox.

Naturally, my first trip in the new cowboy cruiser was down the road a piece to the local Tractor Supply Co. to purchase a masterfully crafted, metal insurance policy for my precious power tools.

Truck Toolbox 101:

After the toolbox is installed, the strike pins need to be calibrated so that when you slam the lid shut it will latch securely in place.  Somehow I managed to have the time to calibrate the latch on the driver’s side but not the one on the passenger’s side.  Fortunately, the driver’s side is the one with the lock on it so my tools are always safe, but I’ve never gotten around to calibrating the latch on the passenger side.  As a result the lid on my toolbox, while still a gorgeous piece of metallic masculinity, sits slightly off kilter like a silk tie haphazardly pinned around the neck of a crooked politician.

Calibrating the other latch pin is a small task and it would only take a few minutes…

Here are the 3 reasons this project has been left undone:

  1. Not having the tools for the job. It seems like every time I have an extra minute or two to calibrate the latch I don’t have a wrench handy to adjust the nut on the strike pin…so mentally I just put it off for another day.
  2. Embracing mediocrity. Every time I close the lid I think to myself, “Well at least the side with the lock on it latches so it’s not THAT big of a deal that the other side is broken.  I can always fix it when I have some extra time”.
  3. Excuses that justify procrastination. i.e. The reason I’m not out there fixing the tool box right now is because I need to finish this blog post.  The toolbox will be fine for just one more day, right?  We all know that another day only brings another good excuse to put off what needs to be done.

These are the same 3 things that cause salespeople to be less than excellent:

TOOLS

  • If you are in sales, do you have the tools for the job?
  • How much are you reading?
  • What trainings have you been to?
  • If you employ a salesperson have you given them the tools they need to win? (Hint: Don’t answer this without asking them first)

MEDIOCRITY

  • Are you allowing ‘good enough’ to comfort you?
  • Do you put out just enough to hit your quota or required call volume so you can pacify a minimum standard of performance?
  • Is the good money you’re making squelching the fire in your belly that pushes you to make great money?

EXCUSES

  • You can always call them later, but later never comes.
  • Quit telling yourself that you’re just not mentally on your game today and that you’ll be better off waiting until tomorrow when you’ve had some time to get back in ‘the zone’. News Flash: You will be tired and unmotivated tomorrow too.
  • When in doubt: Call someone.  Knock a door.  Make a pitch.  Quit screwing with your email settings, your website data, your marketing people, your spreadsheets, your charts, your booth set up, your fax machine/copier Blackberry/iPhone, the coffee maker or anything else that keeps you from doing the one thing that makes you money: Selling!

Go get ’em cowboy.

Resources:
  • For great ideas on selling in a social media world be sure to follow Tom Ziglar on Twitter.
  • If you’re a small business owner and you want to turn your team into an army of sales champions then check out Dave Ramsey’s EntreLeadership Master Series.
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2 Responses

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  1. John Felkins said, on October 16, 2009 at 10:10 am

    Awesome! I think the “desire” to be perfect is also procrastination. Get it done well and move! The last little bit doesn’t make a difference.

    • elephanthunters said, on October 16, 2009 at 12:52 pm

      Good point, John. Mike Hyatt just wrote a great post about that exact point…He calls it the Concept of “Permanent Beta”. It’s a good read if you haven’t seen it yet.


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