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M6 | roy.johnson@sandler.com
 

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Accountability

Sales is not an exact science – success is a result of using the right approach at the right time but how do you know what is working?

One-to-one meetings, emails, networking, cold calling – the methods used to capture fresh sales are varied with some more suited to particular industries than others.

Recently, you probably invested a lot of time and energy putting together a presentation of your product or service. You crafted your presentation, dotted all the “i”s, crossed all the “t”s, covered all the bases, and answered all of the prospect’s questions. But, instead of a buying decision, you only received a stall, a put-off, or a request for some concession. At whom do you point the finger of blame?

Why? Why do we get up every day and go to work?

Because that’s what is expected: Really? In most companies, the last time you saw your job description was the day you interviewed and you don’t know what is really expected, do you?

Because employees depend on us: Really? Management books say a great manager implements systems that will operate well when management is not there.

Really it’s because Mum or Dad said so!