Everyone who've worked in sales, and probably in many other places too, know that people always try to find excuses to why they are failing. Either they have the wrong leads, it's the wrong day, it's to close to vacation time or any other lame reason to why they don't sell when they are supposed too. Maybe the worst thing is when they start blaming the product, because a seller who lost confidence about the product will never sell as good as a seller that is passionate about and really believes in the product.
Today one of my sales people told me that her lack of result the last two weeks could be blamed on - hold it - the weather! I looked at her with a questioning face and at first i thought she was kidding me. I knew what was her problem - she didn't make enough calls! A quick look through her statistics (she works mainly on the phone and call to cold customers) shows that she doesn't even put in half of the effort that my best people on the same position does.
No, the reason she couldn't close the customers, wich are medium size businesses, was the cold weather the last weeks. How that would affect the product, an IT-solution, i never really understod.
Anyway, i made it clear to her that the weather didn't affect the selling, and i also pointed out that the other people working with the same product were still selling as good as they did two weeks ago. She became quiet, and didn't talk much more about the weather after that.
People must understand that when it comes to selling, it's all in your own hands. If you do a good job and give it your best, then you will probably sell. Of course, some people will never sell, but this particular women has been selling for twenty years or so. She's not new in the business, and i'm sure bad weather hasn't stopped her before.
On (somewhat) the same topic:
Sales 2.0: Simple Sales Solution to a Common TeleSales Dilemma
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