How would General Patton, General MacArthur, and Admiral King address today's complaints from your sales team?
Distributor sales is NOT a safe haven. It's NOT for the person who is only half decided they are going to be their best. It's NOT for the person who is complacent or content.
"The industry is at a turning point. It's time for each sales person to step up or step aside."
Has each member of your sales team taken the oath to "Do or Die" in their territory? Have they taken the oath to advance, to capture new accounts, to grow their sales, to do whatever it takes to win?
Excuse #1 - "It's better to wait until business picks up."
General Douglas MacArthur US Army, knew the cause of failure: "The history of failure can be summed up in two words: too late. Too late in comprehending the deadly purpose of a potential enemy; too late in realizing the mortal danger; too late in preparedness; too late in uniting all possible forces for resistance; too late in training our troops."
Excuse #2 - "My competitor has an advantage over me."
General George Patton, US Army, knew the attitude it takes to win when he said: "It is the cold glitter in the attacker's eye not the point of the questing bayonet that breaks the line."
Excuse #3 - "It's difficult when customers are not buying."
Here's what Admiral Ernest J King, US Navy, had to say: "DIFFICULT is the name given to things which it is our business to overcome."
Excuse #4 - "My objectives are too high."
Here's what Napoleon Bonaparte, French Emperor, has to say: “How many things apparently impossible have nevertheless been performed by resolute men and women who had no alternatives but death!”
Excuse #5 - "I have been given an impossible task."
Here's what Field Marshal Arthur Wellesley, British Army, has to say: "He who declares a thing to be impossible, which is subsequently accomplished, registers his own incapacity."