The Most Dangerous Sales Weakness

Derrick Moe

Sales is a difficult role, I would argue the most difficult role, in any company.  The skill set and mind set required to be successful is rare in the general population.  Yet, strong salespeople are out there and hopefully on your team. However, most teams that we assess have a salesperson (or more) who is not performing up to expectations.  This salesperson seems to have the tools, but something is holding him or her back.  The concern I always have, in this situation, is that they possess the most dangerous sales weakness. Fear of rejection. For sales, this is the big one.  This weakness can single-handedly neutralize any strengths the… Read More

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A Filtering Economy

Derrick MoeNo Comments

This economy is tough for everyone but especially for salespeople.  Money is tight, companies are delaying decisions and jobs are on the line.  Yet, through it all sales must continue…and they do. One, well, macabre thought through this time is that this economy is a tool that separates the order takers from the closers.  If you think about it, the salespeople who have rested on a strong territory, one large customer or golden leads are now having to face a prospecting situation.  For some this is a nightmare of slasher movie proportions. I have seen a company’s perception of a “strong” salesperson change dramatically during similar economic times.  This downturn… Read More

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