By Troy Harrison – Sales Navigator
“We need to do more prospecting.” That’s what the sales manager said in the Monday morning meeting. This was one of my coaching clients, and I was watching online as three of the salespeople nodded in agreement. Two others looked confused. And one salesperson spent the rest of the week making calls to existing customers, thinking he was “prospecting.”
Sound familiar? It should, because this scenario plays out in sales organizations every single day. We have a language problem in sales, and it’s costing us deals, wasting time, and creating confusion that could easily be avoided. You can’t succeed at selling without a common language. Period. And yet, most sales teams operate like the Tower of Babel – everyone speaking their own version of “sales speak” and wondering why nothing gets done effectively. Your team might be one of them.