Here is a new strategy for the new year for all of you sales slackers:  If you can’t meet your sales targets, just blame the US.  Looking back at the news from last year, you will  be joining some well publicized company.

  • In 2011, The president of Iran, Mahmoud Ahmadinejad blamed the US for inciting riots.  In listening to the voices of the protesters, it seems that there was more to it than that.
  • In 2011, many government officials in the EU seemed to point the finger at the US for their own financial problems.  Later in the year, it seemed like there might be more to it than that.
  • And now, on December 8, 2011, Vladamir Putin has blamed the US for inciting discontent in Russia, after elections in which observers believe that Putins party used some tricks to help get ahead.

Now I’m not going to take a position on whether or not the US was indeed behind some or all of this.  That’s not the point here.  And besides, after watching enough political and spy thrillers to choke a horse, I can believe that it is possible that the US was behind all of these unrest events.  Did you see the stuff that the CIA could do in the Bourne Trilogy?  Wow!

But let’s try to get at least a little bit real:

  • In Iran, citizens have been oppressed for years.
  • In the EU, systematic problems and bank risk taking all their own was at least in part responsible for the Euro crisis.  At least in part.
  • And in Russia, election observers seem pretty confident that something was not quite OK with the elections.

But wait, this is a sales blog – where is the connection? It is about excuses. In all of the examples above, the leader or leaders did not act in good faith or with adequate foresight, and when the proverbial sh*t hit the proverbial fan, the leader(s) chose to try blaming some outside circumstance for the state of affairs that their own poor performance seems to have caused.

As a salesperson, there are always plenty of things that you can blame for your lack of results. The economy. The competition. Etc. You might even be right, that one of these external things had something to do with your inability to hit your targets.

However, if your goal is to excel, then what makes the most sense is to look inside. Irrespective of outside influences, what can YOU do to improve things. This perspective will move your career forward. There will still be bumps, many of which will not be entirely your fault, but you need to move forward nonetheless.

What kind of a world do you think we would have if politicians (and even those who riot against them I’m the streets) took a more responsible perspective about honesty and personal responsibility such as this?

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Authors note (AKA shameless plugs)

So, this 7-step sales process and associated topics…. Yup, I write about that a lot. I’ve been working with it since I developed it about 25 years ago – in my own diverse work experiences, with my teams when I had them, and with clients ever since.

If you would like to develop you own personalized and customized, highly effective and efficient B2B selling system, here are some further steps you can take:

The Salesman’s Guide to Dating is a free or very cheap (depending on Amazon) Kindle book that walks you through the sales process using the familiar analogy of dating. It’s a good, fun and quick way to get your mind around the whole process and how the pieces fit together.

Building Your Sales Process (BYSP) is a free and very thorough exploration of the same 7-step process that will walk you through the development of your own customized, personal B2B selling system. When you are done, you will know exactly what to do to get new business.

The Momentum Selling System® is an inexpensive but very robust online sales training course that is similar to BYSP, but goes deeper into the concepts behind each of the steps, and also helps you develop a plan not only for the 7-step process but also addresses mindset, repeat business and client base management.

If none of that sounds right, I do personal coaching and offer a free 30-minute intake session so that we can both learn if it makes sense to work together 1-on-1. If this sounds interesting, click over to the coaching page on this site and sign up for the free session.

Here’s to your success!

-David