3. Why Salespeople Don't Plan

Name: 3. Why Salespeople Don't Plan
Uploaded: 2020-07-28T18:41:28+00:00
Duration: 49 s
Channel: SalesGlobe Sage
Description: SalesGlobe Sage (speaker) explains why salespeople resist formal account planning: they perceive it as a painful, laborious indoor exercise that keeps…

28 Jul 2020 · 1 min

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SalesGlobe Sage (speaker) explains why salespeople resist formal account planning: they perceive it as a painful, laborious indoor exercise that keeps them from customer-facing activities they prefer. The speaker frames the first hurdle as changing the belief that planning slows them down, arguing instead that planning can accelerate account growth compared with repeatedly running sales calls without strategy.

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Why don't people want to do account planning? When I think about account planning as a salesperson, it brings on this painful feeling that I'm going to have to sit in a room with a bunch of people in a conference room and work through this plan, and it's going to be laborious. And what I would rather do, I'd rather be out in front of customers. I'd rather be talking to people, working, doing what I'm naturally made to do. So account plan is kind of the opposite of what most sales leaders and what most salespeople want to do. They want to get out, and they want to work with the customer. So the first thing we have to do, the first hurdle we have to overcome, is getting through the idea that doing the planning will actually accelerate our ability to grow our accounts, rather than running around like crazy doing sales call after sales call.