Tag Archives: Excuses

Everywhere But Here: What’s Missing in Sales?

If you want something done right – and you want it done consistently right – you need to create a well-defined process to produce a particular result. Without that process, a series of actions that can be taught, measured, and duplicated over and over, consistent results will be elusive at best, and non-existent at worst. […]

Improve Performance: Eliminate Excuses

Harold S. Geneen once said, “It is an immutable law in business that words are words, explanations are explanations, promises are promises but only performance is reality.” Immutable law? You bet. You’ve probably heard it this way: “Talk is cheap.” “Don’t tell me, show me.” “Money talks and baloney (or something similar) walks.”  Get the […]

(Gross) Margins

A significant challenge facing sales managers is the sales rep that insists on cutting prices to gain business. Salespeople have no shortage of reasons (excuses?) for taking a little off the top, but my experience is that this problem is usually a sign of poor or undeveloped selling skills. A fair amount of salespeople fail […]