Sales Warrior Lesson 44:
The Primary Obstacle
Why can't you close a hundred times more sales every month? As with your
company, your resources are limited. This includes your mental, emotional, and
other resources, but the critical limitation is your time.
Like any front-line challenge, every sales process doesn't result in an
order. Success is statistical. In most sales jobs, most sales
processes fail. Making sales requires many sales attempts.
Most salespeople spend much more time in preparation--finding prospects,
getting appointments, learning about products and customers, etc.--than they do
in make sales calls. Since time is limited, you can make more calls simply by
spending less time in preparation. It seems that the more calls you make, the
more sales you will make, but that isn't always true. You spend time in
preparation for a good reason. An unprepared salesperson can make many more
calls but many fewer sales. You must make the right decisions about how to spend
your time to maximize sales and the problem isn't easy.
