When I was getting into sales, I was posted in Aurangabad. I was shadowing an Area Sales Manager (ASM) and was supposed to go to the market with salesmen. Often I would come across salesmen saying “Yeh manager sahab bohot khraab hain. Bohot daant lagaate hain.” And he was indeed right. The ASM was a stern man and often used to call out salesmen if they slacked. However, there were two salesmen – Birju and Hitesh who used to rarely get a scolding even though they did not always meet their weekly targets. We suspected that it was because they were close to the ASM because of some or the other reason.
In the sales meetings, most the salesman often used to come in with excuses like…
“Sir, season khraab hai, koi maal nahi uthaa raha hai…”
“Sir, market mein maal bohot padha hai. Secondary nahi ho rahi hai…”
…so on and so forth.
Over time, I got close to the manager and one day, I casually asked, “Sir aap bechaare salesmen ko bohot daant dete ho. Itna kyun daantte ho sir?”
He was promptly ready with the answer – “Inn sab mein itna potential hai but yeh log complacent ho jaate hain. Data dekho, inke areas mein 6 mahiine mein kitni growth hui hai. Yeh sab daant ke hi result late hain.”
I was taken aback but still smiled. He continued –
“Mujhe tumhaara next sawaal bhi pata hai Mukesh!”
“Tum yeh puchoge ki main Birju aur Hitesh ko kyun nahi daantta target naa poora hone par bhi. Sahi keh raha hoon naa?”
I said – “Sahi toh keh rahe hain aap sir par aapko kaise pata chala?”
“Woh chhodo. Jawaab sunn lo… Birju aur Hitesh dono ki market mein growth opportunity kamm hai par fir bhi mehnat karte hain. Hitesh aur Birju dono meeting mein bahaane nahi bannate balki mujhse kehte hain agar merchandising drive kar sakte hain toh sales badh sakti hai… yaa display laga sakte hain toh bhi sales badh sakti hai… agar hum refunds clear karwa dein toh zyaada maal utha sakte hain dukaanein… agar beat mein 4 nayii dukaanein add kar sakte hain toh… Baat sahi ho yaa nahi but woh dono koshish karte hain aur initiative dikhaate hain”
I realised, the manager was hard because he had the knowledge of the market. He used to visit the market every week. He makes time to speak to almost every shop at least once a month. He has understood the pulse of the market.
Whether you’re an experienced salesperson or just starting out, two major roadblocks can determine whether you thrive or struggle in sales:
- Dealing with a tough boss
- Overcoming the habit of making excuses
How to Handle a Tough Boss
Many salespeople complain about their bosses being too harsh.
“Mera boss bohot khraab hai, yaar. Jab baat karo toh kehta hai mujhe kaam nahi aata. Aur agar kabhi mujhse koi galti ho jaaye toh kehta hai tumse nahi ho paayega, tum paper (resign) daal do. Bohot pareshaan kar diya hai isne mujh ko!”
Sounds familiar? If you have a tough boss, you probably feel frustrated, demotivated, or even ready to quit. But before you make any hasty decisions, consider this:
Harsh bosses are often highly knowledgeable!
Yes, they may be strict, but they also know how to get results. The very same boss who criticizes you today might be the one who teaches you the most valuable lessons of your career.
Whenever I approach my tough boss with a challenge, he provides clear, actionable solutions. I may not like his delivery, but I can’t deny that I learn something valuable every time. Over time, I’ve realized that I have two options:
- Listen, absorb, and learn.
- Quit and run away.
If you run, you might escape temporary discomfort, but you also lose a powerful opportunity to grow. The best salespeople learn to endure, adapt, and rise to their boss’s expectations.
Why Is Your Boss Tough on You?
It’s not personal. Your boss doesn’t hate you—he’s just frustrated because your work isn’t meeting his expectations. He sees potential in you, but when you fall short, he pushes harder. Instead of taking it personally, use it as a challenge to elevate your performance.
If you can reach the level your boss expects, you won’t just survive—you’ll become an expert yourself.
The Problem with Excuses in Sales
Now, let’s talk about another major roadblock—excuses.
Every sales meeting, I hear the same complaints:
- “Sir, season khraab tha.”
- “Sir, baarish mein koi maal nahi leta.”
- “Sir, dhoop mein dukaan band kar dete hain.”
- “Sir, customers credit maang rahein hain.”
- “Sir, discounts dede toh number ho jayega.”
And the list goes on…
Excuses Are a Salesperson’s Worst Enemy
I’ve been in sales for almost 50 years—I’ve sold everything from tea and cars to truck tires and broadband. If there’s one truth I’ve learned, it’s this: Excuses won’t take you anywhere.
Those who constantly blame external factors stay stuck in the same place. But those who find solutions, despite the challenges, are the ones who grow.
How to Stand Out in Sales Meetings
Instead of just presenting a problem, always bring a potential solution.
Imagine two salespeople in a meeting:
- Person A: “Sir, my sales were low because customers wanted credit.”
- Person B: “Sir, my sales were low because customers wanted credit. However, if we introduce a short-term installment plan, I believe we can convert more leads.”
Which salesperson do you think the boss will respect more? Clearly, Person B. Even if their idea isn’t perfect, their problem-solving mindset sets them apart.
Your New Year’s Resolution for Sales Success
If you truly want to excel in sales this year, remember these two golden rules:
- Embrace the tough boss. Learn from their experience instead of running away.
- Stop complaining and start solving. Excuses won’t help—solutions will.
Apply these principles to utilize this year for growth and success. Now, go out there and close those deals! 🚀
Alright, keep going strong! I’ll see you again soon. Good luck and Happy Selling!
Got thoughts or experiences about handling a tough boss or overcoming excuses? Share them in the comments!
Video Topic: Sales Guru Ke 2 Guru Mantra Kadve Boss Aur Sales Challenges Ka Asaan Hal
Video Link: https://youtu.be/v-VtrvgEWII
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