Chapter 1: The Importance of Accountability in Sales

What steps should you take to improve your sales performance?

R. Fry's Insights on Sales Excuses

It's vital to eliminate excuses from your sales strategy! Many sales professionals struggle with this concept. By establishing a consistent routine and adhering to it daily, sales are likely to improve. Unfortunately, numerous salespeople either do not engage in the necessary work or are resistant to it. Here are some common justifications I've encountered:

• I’m overwhelmed with internal company issues and can't focus on selling.
• Once operations improve and everything runs smoothly, I’ll pursue more orders.
• We need to implement a cultural shift before I can increase sales.
• The sales training sessions are preventing me from engaging with customers.
• I’m uncertain about what to communicate to potential clients.
• My schedule is too packed with problems at the plant to dedicate time to sales.
• My clients are demanding quicker delivery times; resolving this will enable me to sell more.
• Here’s the detailed reasoning behind why this won’t succeed.
• I don't possess the necessary product knowledge to sell effectively.
• I haven't received adequate training to be successful in sales.
• I can't follow the sales training techniques being taught.
• I've forgotten the essential elements of selling.
• It’s simply impossible.
• My manager is to blame for my lack of sales.
• My territory is limited and nonproductive.
• I’m bogged down with excessive paperwork.

Clearly, it's time to discard those excuses! Selling is fundamentally about reaching out to customers and addressing their needs with your solutions.

Sales performance can be measured straightforwardly: a salesperson either achieves sales or they do not. Remember, excuses won't attract customers or generate orders.

Thank you for taking the time to read this article.

Chapter 2: Practical Steps to Improve Sales Performance

In this section, we will explore practical strategies for overcoming barriers to sales success.

Stop Doing This to Your Customers | 5 Minute Sales Training

This brief training video outlines common mistakes salespeople make that can alienate customers and hinder sales efforts.

Freelancer Sales Tips (3 Things to STOP Doing)

This video provides valuable insights into three key practices freelancers should avoid to boost their sales performance and client relationships.