The biggest issue in sales (& probably the real point of this blog) is why don’t sales people consistently make enough calls to qualify leads & prospects? If the process is simple, why doesn’t it get done?

I’ve worked in lots of New Zealand Small & Medium sized Businesses as a sales person & I’m not even sure that 10% of sales people do this – consistntly. But the ones that do this consistently make more sales (oddly). I’d say fear is a big part of the equation but to be fair there is also the issues of distraction, planning enough time for phoning & having a system.

• Maybe it’s just knuckling down & getting tough with yourself.
• Maybe it’s getting an accountability partner in your office.
• Maybe it’s hiring a company or person to make the calls & record the outcomes.
• Maybe it is renting a desk somewhere offsite & scheduling time every week to make calls.

Whichever one of these “maybes” it is for you, if we as sales professionals don’t make the calls & interview the decision makers who purchase our product or service how will we add new customers to our client base?

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