Let’s face it, there are a lot of sales wimps out in the world. You may have even found yourself being a sales wimp at one time or another. I believe that it happens to the best of us. We lose our gusto for whatever reason and structure our sales process and strategy to a sequence of hopes and wishes. Being a sales wimp is no fun because wimps get picked on a lot. I would suppose that some element of Darwinism comes into play here which would make sense because sales has always been, and always will be, survival of the fittest.
How are sales wimps created? Lack of training, lack of sales fitness, lack of leadership, discipline, structure, goals, expectations, strategy, planning… and on and on it goes. All of these deficiencies add up to a lack of confidence, and a salesperson without confidence will always be a poor performer. No exceptions. It has nothing to do with your size, experience, gender, age or industry. It has everything to do with your attitude. Discussing the importance of attitude is not going to make the headlines of the newspaper because it is something you should know already. You are the cause of, and solution to, all of your problems.
Let’s talk about the life of a sales wimp and see if any of this rings true for you or someone you know. Sales wimps get beat up by customers a lot. There is no backbone and they give in at any sign of pressure or stress. Price is too high? Yes sir, I will lower it. Don’t like the terms of the contract? I will happily change them just for you. Threaten to go with a competitor? It would be my pleasure to give up our profits just to keep your business. Need that proposal now? I’ll drop everything for you to work on that only to find out that you have no intention of giving me the sale. You get the picture and it is an ugly one to look at. Your customers are pushing you around because they know you are a wimp and they know they can get away with it.
Sales wimps get bullied by their competitors too. Your competitor drops their price and you’ll just do the same no matter the loss of profits. Your competitors swoop in and steal (earn) clients away from you while you stick your head in the sand. Your competitors target your market trying to tarnish your reputation while you sit in your office and pout. You’re getting pushed around and you don’t know how to push back. The fun is being zapped out of sales because the bullies keep showing up and taking your lunch money (or your commission).
Sales wimps get kicked around by their bosses too. You’re constantly hassled every week about your sales goals so you hide out in your office trying to look busy for the boss when he comes around. He’s beaten you up so bad that the only thing you are left to sell are your excuses and you hope that they will be bought. After all, you have been happily buying your own excuses for a long time now. You have been reduced to an underperforming and micromanaged employee who is hanging by a narrow thread of compassion.
Being a sales wimp is no fun and it is painful to watch. We have all had a run of bad luck in the past but it is time to get yourself into the sales gym and start building those sales muscles. It is not too late. If you are tired of being kicked around by your customers, your competitors and your boss, then get ready to start pumping yourself back up to come back swinging. And you don’t have to do this alone. We at Scorecard are here to be your personal sales fitness trainer, but we will talk more about that in the next article