Jul/090
Sales Fear of Failure
The fear of failure can become a cancer to sales professionals, teams and organizations.
Avoiding failure can be a dangerous limitation for many sales professionals. Although most people understand failure is inevitable in the sales process, it is often a taboo subject.
As we try to keep failure to a minimum, we often hold our cards too closely and become rigid in our approach. Normal enthusiasm, perseverance, productivity, creativity, and confidence slowly erode. What happened?
There are many reasons; however dealing with this frequent phenomenon is the responsibility of sales managers and senior management.
Are you in touch with each member of your sales team? Are you truly coaching them for success or merely reminding them their not hitting their goals? Are you training and modifying behavior or simply acting as an accountant counting beans after the fact?
Sales professionals need nurturing and coaching to help them through the difficult times (failure) that all sales people experience.
I encourage you to introspectively examine your sales coaching and training protocals to ensure you’re getting the optimum performance from your sales organization. www.nealabc.com