I thought I would start my Blog out with one of my favorite sales terms; Sales Laxative. I have heard it used by a couple sales managers I have worked for and a number of sales people I have worked with so I'm not sure who to give credit to. Whoever came up with it though; I thank you. Not only is it funny, but I think it is crucial to success as a salesperson.
We have all worked with the salesperson with the million dollar pipeline who never seemed to close any business. Unfortunately sometimes that person is us. This is a prime example of the person who badly needs a Sales Laxative, if not a complete Sales Enema!
I think one of the hardest hurdles to overcome in a sales career is developing the ability to be honest with ourselves when we look at our pipeline. It's very easy to justify why someone isn't returning calls, or why right now isn't the time but if I just keep in touch with this person they might buy down the road. Nobody likes to have a small pipeline, but ask any successful sales person and they will (should) tell you that a small pipeline with legitimate opportunities is exponentially better than a huge pipeline full of duds.
So my "inaugural" thought for my 'Sales Stories and Thoughts' blog is - Don't be afraid to use a Sales Laxative every once in a while. While it could be painful at first, in the long run it will make you a much more successful salesperson.
Regards,
Sales Guy
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Nice thought, laxative. Really, at this point I just need more to 'eat' so I can build up the need for a laxative!! No, I'd just like the urge to take a dump!! Great idea! Keep Bloggin'!
ReplyDeleteThanks Mark. Good point about "eating". Today's market might be a better time to "eat" than "release" opportunities from your pipeline.
ReplyDeleteSome good thoughts from a frat boy. We all need to take a realistic look at what opportunities we have right now from our clients/prospects.....not at what opportunities we think those clients will give us. The hard truth to this economy now is to be finding new target prospects with real opportunity to partner with and weather this storm together. Finding ways to differentiate ourselves from the competition.
ReplyDeleteThere are no excuses in sales. We can't allow even this economy to become an excuse. Keep pressing on!
~Prince of Print
Thanks for the feedback Prince of P. I agree, it's tough out there but we can't use it as an excuse or a crutch. We need to keep working hard and weather the storm...
ReplyDeleteNice one SalesGuy. So when I hear the term "blow it up" it means "blow it out your (sales) behind"? I agree with the "less is more" theory; unfortunately some (many) sales managers do NOT see it this way and ultimately encourage a backed-up pipe(line). Generally it's unintentional. Ideally the sales manager is handing out neither laxatives nor pounds of "cheese".
ReplyDelete