“So, what are the changing business conditions that are creating challenges for your sales efforts and your salespeople?” Even though I asked this question in my June 2019 Forbes article, I realize that NOW is an even more relevant and urgent time to ask the same question.
Let’s play a quick word game… What is the opposite of a complaining, sluggish, and blame-game mindset? Did you say accountable, creative, and a solution-oriented mindset? Good for you, you’re 100% correct!
60% of sales professionals are affected by the virus. Ugh! Accountability, responsibility, and ownership are crucial elements needed for vibrant business growth. However, CEO’s and business leaders tell me they see an alarming trend. Many of their emerging BDRs and salespeople seem to be infected with the blame-game, finger-pointing virus. What do you see when you analyze your sales professionals’ performance?
A lack of accountability has many faces. Procrastination is one of the ways it shows up in the behavior of our millennial sales leaders and business development reps. Yes, procrastination is the cunning companion that prevents them from getting around to doing the things they want to accomplish. Have you observed procrastination in your sales team?
In my Sales Audit work, I’m amazed by how often we see a lack of accountability in the entire sales team. It’s like a virus that infects every function of the sales process. Have you observed this virus in your Millennial Sales Team?