“Every man’s condition is a solution in hieroglyphic to those inquiries he would put. He acts it as life, before he apprehends it as truth.”
Ralph Waldo Emerson
You see this truth playing out over and over again in life. Personal relationships tend to surface similar problems over and over again until the individual takes a look inward and asks, “What am I doing to cause this?”
Sale cycles are no different. Sales is the business of managing human relationships. Are your sale cycles getting stuck? Customers not calling you back? Do you feel you are getting pulled in 50 different directions without any significant results? Do you feel the pressure from management to move prospects forward? Do you feel lost? When this happens, and it will, what is your approach to solving the problem?
The best sales people first examine exactly what they are doing and how they could change their personal behavior and approach in order to achieve their goal. Meanwhile less successful sales people begin the redirection game and blame everyone but themselves for the inability execute. All too often, the answer to the problem lies within you. Seek advice from your more senior team members, call your manager, hire a personal coach. Take action. Whatever you do, do not blame anyone else!
Do – play to win.
Don’t – play not to lose.
