It's Not Always Sales' Fault, But It's Always Sales' Problem

It's Not Always Sales' Fault, But It's Always Sales' Problem

Whether you've been in sales for 15 minutes or 15 years, you learn quickly that sales is always riddled with problems. A great sales quarter filled with high achievement often happens when a sales team is able to overcome challenges and rise above them. Similarly, a terrbile quarter where the best commission reward is a Hershey's bar often occurs when similar challenges are present but not defeated.

Long sales cycles, low volume web traffic, getting ghosted on follow-ups, lack of credibility within an industry, poor SQLs and MQLs. The list goes on and on. 

A key thing to remember in sales is this: It's not always sales' fault, but it's always sales' problem. And what we mean by this is you can't escape problems. They're present when you wake up, they appear on your way to work, at work, on your way to work and at your home. Changing where you live, changing your commute, or your job is not going to get you away from problems. Sorry, that's just life.

Jumping from one sales team to the next is not going to solve any problems for you any time soon. So the best thing you can do first and foremost is to recognize that sales issues will occur.

Being behind on sales targets, poor lead quality, terrible SDRs, awful sales managers, a disconnected marketing team, a product riddled with issues; these are all omnipresent problems faced by every sales team in some capacity or another.

By recognizing that these problems are present, and that they are not the fault of the sales team necessarily, but they are a problem for the sales team, provides a starting point to rally your sales team and help improve sales team motiviation.

For individual sales contributors, the best thing you can do is to speak up. Don't worry about the consequences, repercussions or anything else that might occur. There are plenty of sales teams out there that value your insights, and if your speaking up or willingness to call something out for slowing your team down puts you in hot water, go hop on another team's boat where your contributions are valued. However, if you are going to speak up, the best thing you can do is also express willingness to help solve it. Own the problem. Make it your own. Include others. Set a plan for how to solve the problem. Be tactical, do some of it in view of others and work other aspects of the problem behind the scenes. 

For sales leaders, often times emerging sales talent can be reluctant to tackle a sales problem as they might believe doing so might give the impression that they created the problem or that they might be stepping on a sales manager's toes by attempting to solve the problem; however by equipping your team with the confidence and space to solve problems, your team is much less likely to face the same issues in the following quarter.

In the end, the best thing about sales it the problems involved and the types of people it attracts who are willing to solve any sales related problem. 

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