Often without strong sales fundamentals, the “Get Up and Go” never gets up. What do I mean by this statement? People’s perceived get up and go never was there to begin with. You see. If salespeople are closing occasional deals, without using a sales system, deals were not predictable in nature. Meaning, if the salesperson does not use the pipeline approach to methodically move potential clients through the contacting, prospecting and appointment setting and closing phases, then transactions were by referral or luck. When the salesperson believes he or she is productive and is not using a sales system, an occasional transaction is misleading. Being misled about productivity creates a false sense of reality. This false sense of reality over time limits salesperson growth and maturity. What does it mean when a salesperson’s spirit “Gets Up and Leaves”? When does it take for the “Get Up and Leave” to kick it?
