{"id":6963,"date":"2014-07-16T10:45:25","date_gmt":"2014-07-16T10:45:25","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/the-worst-excuses-from-sales-reps-peak-sales-recruiting\/"},"modified":"2022-10-13T10:45:25","modified_gmt":"2022-10-13T10:45:25","slug":"unacceptable-excuses-sales-reps","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/unacceptable-excuses-sales-reps\/","title":{"rendered":"(The Most) Unacceptable Excuses From Sales Reps"},"content":{"rendered":"

Over the years I have certainly heard every excuse in the book from sales reps that are missing targets. Often I have been able to\u00a0reset the rep\u2019s attitude and get things back on track with a brief chat or two. But when my reps have consistently given me excuses about why they are unable to perform, been\u00a0unable or unwilling\u00a0to commit to\u00a0the work that will lead to success or have an attitude that sucks,\u00a0I have known it is time to part ways.<\/p>\n

Unacceptable Excuses<\/strong><\/p>\n

Below is a\u00a0list of unacceptable excuses from sales reps that I\u2019ve never tolerated as they\u00a0surely\u00a0compromise any efforts to create a culture of success:<\/p>\n

    \n
  1. \u201cI am waiting for<\/strong>\u2026. \u201d \u2013 Time kills deals\u00a0and sales reps who are always waiting for things to happen don\u2019t close a whole lot of\u00a0business.<\/li>\n
  2. \u201cI didn\u2019t pursue that sale\u00a0because I wouldn\u2019t\u00a0get comped on it\u201d \u2013 <\/strong>No doubt there is a strong relationship between commissionable\u00a0goals and activities, but reps\u00a0spend their time thinking about how to help customers\u00a0lead to customers who buy a lot.<\/li>\n
  3. \u201cOur prices are too high\u201d<\/strong> \u2013 Customers don\u2019t buy on price, they buy when they trust the rep and feel they can depend on the supplier, but they are happy to imply that the competition\u00a0is offering a better price. The best reps don\u2019t accept this and win business by selling on value.<\/li>\n
  4. \u201cOur product\/service is not good enough\u201d<\/strong> \u00a0\u2013 There is no such thing as\u00a0a perfect product or service. In fact, most products and services that are purchased are absolutely\u00a0imperfect so assuming that the base customer needs are met,\u00a0it is up to the sales person to build the relationships and trust with the customer and position the\u00a0offering in a way that wins the business.<\/li>\n
  5. \u201cThat\u2019s not my job\u201d<\/strong> \u2013\u00a0Great sales reps do whatever it takes to win the business and if that means doing someone else\u2019s job, they\u2019ll do it.<\/li>\n
  6. \u201cThe quota is unachievable\u201d<\/strong> \u2013 it is always easier to refute this excuse when other reps are hitting target, but the best reps consistently prove\u00a0that where there is a will, there is a way.<\/li>\n<\/ol>\n

    A culture of success is critically important to high sales performance. Don\u2019t let these types of excuses\u00a0stand in the way of creating the right culture on your sales team.<\/p>\n

    To your success!<\/p>\n

    Photo Credit: KROCKY MESHKIN via Compfight cc<\/p>\n

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