They don't give us any data!

They don't give us any data.

We hear this an awful lot when we are out delivering sales training to field based BDMs. 

It's denial, deflection and blame. It demonstrates zero accountability.

Often we hear, we are trawling through the same old data the company's had for years.

The data excuse for not prospecting is second only to, I don't have time.

We hold a mirror up.

The sales rockstars don't need company provided data. They'll find their target market customers and they don't need to be spoon fed. And believe us, they'll make the time to get in front of those potential new customers.

If there's denial, deflection and blame coming from your salesteam, you dont have training issue, you may have a recruitment problem.