Midweek Summit: The Lack of Sales Blame Game

June 18, 2025 | Government

Our culture has a blame problem.

You see it in sports all the time. A team loses, and fans immediately turn to the officials. Bad call! Missed strike! Phantom foul! But the box score tells the truth: missed free throws, dropped passes, unforced turnovers, lazy defense. If those mistakes didn’t happen, most of the time the outcome would have been different. It’s not that the refs don’t make mistakes, it’s that the team made more of them.

Sales is no different. Especially in government sales.

We tell ourselves a story about why we’re not winning. We externalize failure because it’s easier than facing what we control. Let’s take a look at some of the most common places people put the blame on and what you should focus on instead.

1. The Economy
   “Agencies just aren’t spending right now.”
   It’s true that budget cycles, CRs, and political transitions can create uncertainty. But the federal government never really stops buying. Even in a downturn, billions are spent on mission-critical needs. If you’re not winning business, ask: Am I targeting the right agencies and contract vehicles that are still active? Have I adjusted my pricing and messaging for tighter budgets? You can’t control the economy, but you can control how adaptable your sales approach is to changing economic conditions.
2. Your Specific Market
   “There’s just not enough demand for what we sell.”
   If you’re in a niche market, it may feel like opportunities are scarce. But that’s a research problem, not a market problem. The truth is, you may not be looking in the right places—or you’re chasing the wrong agencies. If you’re selling environmental remediation, and you’ve only looked at DoD, what about EPA, DOI, or GSA’s Public Buildings Service? Pivot. Reposition. Map your offering to agencies where your value does align. Market fit is something you create, not something you wait for.
3. Your Competitors’ “Unfair” Play
   “They’re lowballing. They’re undercutting. They’re cheating.”
   Yes, some companies play dirty. And yes, some win business on price. But harping on competitors won’t help you win. If you’re always chasing the bottom dollar, you’re in the wrong game. Instead, double down on value. Focus on what makes you worth a higher price: your past performance, your response time, your industry knowledge, your results. And remember, agencies don’t always choose the lowest bid. They choose the lowest risk. Show them why that’s you.
4. Government Regulations
   “FAR requirements make everything too complicated.”
   They do. And they aren’t going anywhere. Regulations can feel overwhelming, but they apply to everyone. The difference is how you respond. Do you avoid RFIs because they “never lead to anything”? Or do you use them to shape the acquisition? Do you view contract compliance as a burden—or a competitive advantage? Companies that embrace the rules tend to find ways to leverage them. And if you’re not sure how to navigate a regulation, get help. That’s what experts and coaches are for.
5. Your Company’s Policies
   “We can’t respond to that because our legal won’t approve it.”
   Sometimes internal red tape becomes the go-to excuse. “We can’t discount.” “We don’t go after micro-purchases.” “Leadership won’t prioritize federal.” That may all be true but your job in sales is to sell internally too. Build a business case. Share the data. Advocate for the change. Don’t let outdated policies keep you from pursuing winnable work. Plenty of companies evolve when they realize the opportunity cost of staying rigid.
6. Your Co-Workers
   “I’m doing my part, others aren’t following through.”
   In smaller businesses, this one stings the most. A proposal wasn’t submitted on time. A product shipment missed its deadline. Someone didn’t follow up with a buyer. But blaming your team won’t get the sale back. What will help is better systems. Define your process, assign ownership, hold each other accountable. And if you’re the only one in the business? Then you’re the whole team. Own it.

The real truth? You’re the one in your way.

You can’t control the economy, the market, your competition, the FAR, your internal policies, or even your team sometimes.

But you can control:

• How much effort you put in each day
• What you choose to focus on
• How consistently you execute
• Your mindset when things don’t go your way

Winning in government sales doesn’t come from blame. It comes from ownership.

Let’s stop the blame game. Let’s start the control game.

Need help putting together a plan you can control?
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