I’m having more discussions recently with b2b sales people about how they have no time to find new business opportunities.
Personally, I find this an excuse used often since most sales managers – who have no time – can relate to the lack of time for doing anything else. Thus, the sales managers accept this excuse as a real reason.
Well, again, I feel it is an excuse. An excuse that can limit our sales growth and if you are currently losing a number of customers due to downsizing, mergers, acquisitions, or worst to bankruptcy, then you will have a even larger issue very soon. You will be unable to hit your numbers and people will notice.
So, what should you be doing?