Sales Manager Cliché Interpretation Guide
It can be tough for a sales rep. Sometimes it probably feels like you’ve fallen straight into the script of Glengarry Glen Ross or Tommy Boy, with clichéd phrases thrown around left and right.
At Accent, we’re all about helping sales reps succeed, which is why we’ve put together this helpful interpretation guide for translating your sales manager’s favorite clichés into plain English. After you understand the true meaning of these phrases, you’ll be well on your way to stronger “synergy” and “alignment” with your sales manager.
1. ABC – Always Be Closing!
Translation: Everyone is a prospect – the guy you sat next to on the subway, the woman you held the door open for, your great aunt Sally. Make sure you’re prepared to sell.
2. A bird in the hand is worth two in the bush
Translation: Stop pursuing this opportunity that may or may not ever close. Instead, focus on the leads you’ve already invested in.
3. Is this in Salesforce?
Translation: Your manager knows it’s not in Salesforce. Time to do some CRM data entry!
4. Don’t take “no” for an answer
Translation: This is an important account, and I won’t be happy unless you’ve reached out to them at least 10 times in the next month.
5. Bring your “A” game
Translation: Your past performance isn’t impressing me, so I’m going to need you to work harder.
6. Pull out all the stops
Translation: Have you called them? Have you emailed them? Have you sent them a personalized presentation? Have you reached out to other members of the buying team? Have you sent them a message on LinkedIn? Liked their latest tweet? Sent them a 4-foot-tall fruit basket? That’s all the stops.
7. Big money moves slow
Translation: You need to be patient and not overwhelm the buyer with communication. These deals take time to mature like fine wine.
8. I need you to give 110%
Translation: Again, your past performance isn’t cutting it, and this is an important opportunity. Find out what you’re doing wrong and try to improve it.
9. This is low hanging fruit
Translation: I definitely expect you to be able to close this deal quickly.
10. Let’s circle back around to this
Translation: There are more important things to consider right now, but it’s now your responsibility to make sure I don’t forget about this.
11. Let’s hit the ground running on this
Translation: I need you to start selling to this prospect, like, yesterday.
12. Move up the chain of command
Translation: You’re focusing your efforts on a prospect without any buying power. Try to network within their organization and get in contact with a C-level buyer.
13. You need to cast a wider net
Translation: Stop focusing on these few opportunities and start reaching out to new prospects.
14. Are you dialed in?
Translation: I can tell you’re not paying attention. Focus up.
15. How’s your pipeline?
Translation: I have no idea how your opportunities are doing, but I’d appreciate some good news.
16. Let’s pivot
Translation: We’re not focusing on the right activities/opportunity/strategy. It’s time to try something new.
17. We’re gonna raise the bar
Translation: You thought you were working hard before? Standards are officially raised.
18. Take it to the finish line
Translation: I expect this deal to close within the week. You can handle that, right?
19. We need to drill down
Translation: I have no idea what’s going on with this opportunity. Can you give me some details/update CRM?
20. Is this buyer qualified?
Translation: I don’t think this buyer is qualified.