Is Your Sales Team Lying to You? (Probably…)

Let's talk about the elephant in the sales room: the little white lies salespeople tell – to their managers, to themselves, and sadly, even to prospects.

I'm not talking about outright deception (hopefully!). Most of the time, it's about sugarcoating reality, making excuses, or falling back on outdated beliefs.

Why does this matter? Because these "harmless" lies cripple your team's growth and hold YOU back from hitting those targets.

Myth #1: "The Prospect Just Wasn't Interested"

Reality Check: Dig deeper. Was it bad timing? Poor messaging? A skill gap on your rep's part? "Not interested" is rarely the whole story.

Myth #2: "I Need More Leads"

Reality Check: More leads often just means more excuses. Are your reps effectively working the leads they have? Focus on conversion rates, not just top-of-funnel volume.

Myth #3: "The Competitor Beat Us on Price"

Reality Check: Was value clearly communicated? Price is often a scapegoat when reps can't articulate why your solution is the better choice.

How to Uncover the Truth

Don't be fooled by surface-level excuses. Here's your action plan:

• Pipeline Scrutiny: Analyze lost deals. Look for patterns in the reasons for the losses.

• Ride-Alongs: Join reps on live calls (not role-plays!). Observe prospect interactions.

• Embrace Data: Track key metrics beyond closed deals – call volume, email response rates, demo-to-close ratios, etc.

The Hard Truth: It Might Be YOU

Are you...

• Setting unrealistic goals without adequate support?

• Clinging to old sales playbooks in a changing market?

• Failing to provide ongoing coaching and skill development?

Remember, a strong sales team is built on transparency, accountability, and a relentless focus on improvement.

Want a deeper dive? Hit reply and tell me which sales myth drives you the craziest, and I'll break it down further in the next edition.

Also check out my new podcast Modern Revenue.

Until next week,
Udit Goenka