Lack of responsibilisation kills sales results

This is Charlie. He's really good at skimboarding. But there's one thing he's really not good at.

Which, if he were to take up a sales position, would have a real impact on his chances of success. What is this thing?

Charlie externalises his problems on other people (and I have to say, as he's my son, that really gets on my nerves :D ). What does this mean? Here are a few examples:

* He couldn't get into his mother's house last night? Because his sister locked the upstairs door. Not because he hasn't got the right set of keys.

* He couldn't do his homework? Because his friend was supposed to bring him the exercise books but didn't. Not because he didn't do what was necessary to get the materials.

* Etc, etc...

It's often (always?) someone else's fault.

The problem of externalising in sales

So why would this affect his chances of succeeding in sales?

Because sales is a difficult business. Rejection, hostility, conversations about money, competition, etc... These are the daily dynamics we face.

It is therefore essential to focus on what we can control (our behaviour and the way we sell) and on developing the skills and mindset that will enable us to succeed.

Yet all too often in a sales team, we find that some employees tend to externalise the reasons for failure. They point the finger outside, not at themselves.

What does externalising look like?

* The price is too high instead of "I didn't manage to sell on value"

* This product has a very long sales cycle instead of "I'm not following my process rigorously"

* A decision-maker arrived at the last minute instead of "I didn't manage to identify and involve all the stakeholders"

* The prospect didn't turn up instead of "I didn't manage to demonstrate the value of the next appointment".

When salespeople externalise their errors, they don't progress. Lack of responsibility is a major obstacle to improving sales.

How can this mindset be rectified?

It's the role of the sales manager to identify these weaknesses - it's also possible to assess a sales person on these skills to be as effective as possible and not realise it after a few weeks or months - and coach them appropriately.

And coach them appropriately. Unfortunately, all too often, sales managers don't coach their team properly.

* The focus is on results, KPIs are behind.

* Coaching is irregular, reactive and not proactive

* Coaching is focused on techniques and not on mindset. etc....

Whereas the focus of a sales manager should be to :

1- Identify a sales person's strengths and weaknesses. Focus on mindset, not just sales techniques.

2- Implement a personalised coaching plan. Each individual is unique.

3- Develop a culture of accountability and measure progress on the things that matter. 

Charlie is still young, I hope for him that he will change (poor guy, his father keeps telling him to internalise rather than externalise).

So if you're in sales, don't be like Charlie!

Unless you're skimboarding, then he's the real thing 🤙.