Understanding the Sales Force

Rick Roberge posted this on his TheRainmakermaker.com Blog about Entrepreneurs that (have to) sell and the frustrations they have balancing work and life.

I am so sick of hearing salespeople say that they had a great conversation with a prospect.  Do you know how rarely those good conversations convert?

But this is a Blog about Understanding the Sales Force so how does Gloria Steinem’s speech tie in?  One of her many insights referred to what women should say (to themselves) when they look at themselves in the mirror.  She urged them to say things like, “I see a business owner” or “I see a candidate” instead of “I look fat.”

Well, that’s exactly what you need your salespeople to do each morning if you want them to become over achievers. 

One of the things I always liked about reading this monthly magazine for the wealthy is its ability to humble me.  Whenever I think I’m doing OK, all I have to do is look in there and see homes, cars, boats, planes, jewelry, adventures, vacations, and even phones that are out of reach.

The application that didn’t do anything but used up all the resources – how much similarity there is between that and your salesperson who doesn’t effectively qualify his large opportunities?