Running Off Good Salespeople

Why don’t good salespeople work for small companies?

Many of my clients, when we begin, do not understand sales. They think I have some magical power that I will go into a company say exactly the right thing and then walk out with a contract. It does not work this way.

Good salespeople learn about the prospective customer’s problems and then offer them solutions to solve those problems. The value the salesperson provides is developing relationships in a prospect so they can understand their problems. When small businesses start solving the problems of big prospective customers, the big prospective customers become customers. Period – end of story – drop the mic.

It might take a few months or a few years for good salespeople to discover the problems of their prospects. The quickest way to run off a good salesperson is to disregard, disrespect, or demean this effort.