After working with salespeople for almost two decades, I've heard every excuse in the book for missed sales targets. Here are a few more:
1. No one returns my calls. If prospects won't return your phone calls, it's because they are too busy or you haven't given them a compelling reason to do so. One salesperson I know gets a high percentage of call backs because his pre-call research allows him to effectively position his solutions.
2. My territory is too small. This excuse may apply in certain circumstances but is often overused. While a small territory may yield a limited number of new sales leads, there is still the possibility of creating additional sales opportunities within your existing customer base.
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