It is always interesting talking to sales people about their performance and their upcoming targets.
Here are some words that you will often hear, but which should set off the alarm bells:
Hope; Probably; Wish; Potentially; “Coming”; Investment.
The kind of words that you want to hear are:
Plan; Strategy; Actions; Meetings; Orders; Closes.
The salesperson whose strategy is “on a hope and a prayer” is NOT going to be successful.
The salesperson who is action oriented, who has a plan and works the plan is on the right track.
Are your salespeople ACTION oriented?
Note that ALL of this applies to your managers/executives too! Are they delivering, or are their words setting off alarm bells?