Some members of my sales team spend more time planning to promote themselves than actually doing active prospecting.
Some members of my sales team are probably not really trying to promote themselves, or our products or services, as much as they could or should because they are not sure it’s worth the hassle anymore.
Some members of my sales team probably don’t try as much as they could or should to initiate contact with influential people in their network who could be prospects for our products or services.
Some members of my sales team tend to get really uncomfortable when they must call someone on the phone who they don’t know and is not expecting the call, to ask them for an appointment.
Some members of my sales team think that having to call people they don’t know, and who are not expecting the call, to promote themselves or our products or services is demeaning.
Some members of my sales team aren’t bothered by self-promotion. They just don’t apply themselves to it very purposefully or consistently.
Some members of my sales team would avoid giving group presentations if they could.
Some members of my sales team are not really bothered by prospecting. They could initiate more contacts if they were not involved in servicing current customers.
Some members of my sales team often hesitate when it is time to ask an existing client for an introduction into a different division.
Some members of my sales team seem to need some time to “psych themselves up” before they can prospect.
Some members of my sales team tend to spend a lot of time shuffling, planning, prioritizing, and organizing the names in their contact management system before they can actually get moving.
Some members of my sales team feel that making cold calls (calling on people they don’t know, who are not expecting them, and who may not want to talk with them) would really be difficult for them.
Some members of my sales team tend to feel somewhat uneasy when they self-promote because deep down, they probably think that promoting themselves is not really respectable or proper.
Some members of my sales team feel that asking their industry friends for referrals looks like they are trying to exploit the friendship.
Some members of my sales team often feel they are intruding on people when they prospect.
Some members of my sales team feel it is very important to find innovative, alternative ways to prospect and self-promote which are more dignified than the methods used by other salespeople.
Some members of my sales team think prospecting takes more out of them emotionally than other salespeople.
Some members of my sales team would probably do all right one-on-one but would get pretty nervous if they found out that they had to give a sales presentation to a large group of people.
Some members of my sales team are intimidated by highly educated, professional C-level people, so they don’t try to initiate promotional contact with them although they probably could if they wanted to.
