When it comes to the ones who went, I have seen them lose their jobs in many ways, ranging from lack of urgency to outright dishonesty. Here are the most common reasons sales pros fail, and how their shortcomings impact on their relationships going forward:. One of the early salespeople that I hired had so much activity. He would literally generate 40 to 50 new contacts every day.
The only problem was he was lacking the questions that helped him get to a better understanding of where his prospect was in the sales cycle. Many of them didn't even belong in the sales cycle. When he figured out the right questions and qualified the prospect for solutions to their business, he started closing accounts and became one of my top reps. Mark van Hartesvelt, managing partner at digital marketing company GCommerce, tells me that that there are three habits that are kryptonite for otherwise super salespeople: making the same pitch to everyone i.
Waiting for leads, customers to call and business to land on your desk is the type of sales complacency that will kill a person's enthusiasm, energy and career. No matter how successful your day, month or year you must act as if you're always climbing.
Proactive movement must come by doing things that push you out of your comfort zone. One of the most common requests from my customers involves creating a program for their sales teams to gain access to net new business, and not constantly rely on current accounts Many salespeople that fail have a hard time making calls on new prospects. We need a sense of urgency infused in everything we do when it comes to sales success.
Life is really too short. We are much happier when we have action during the day that gets us closer to our goals. I was supposed to be picked up at my hotel at a. The characteristics of salespeople in the decline stage:. The Sales Career Cycle is more a mirror of what can happen rather than a description of what will happen. Ken is a veteran editor, writer, and author, who has been writing about sales for nearly 20 years.
He has produced countless motivational films and has written dozens of books on management. Not every lead is a good, or qualified lead, and spending too long on the phone with an unqualified opportunity is simply going to delay results. If your salesperson is holding a variety of calls and demos, but not often closing any deals, they might be spending too much of their time and energy in unqualified leads.
Instead, teach your team to focus on daily pipeline reviews. The more research your team does on their leads, the more they can understand the quality, and how much of their time they should be investing in pursuing that prospect. We can all agree that time management is an essential skill, but still one that many can find difficult to master. Your salespeople need to be able to find a balance between researching the quality of their leads, while also making sure to not over invest in the research that they make fewer calls.
Too much of either is too much, and will not help them reach their goals. What do your salespeople spend their time talking about when they hit the phones? See what they are talking about- the features of your product or service or the benefits that those features provide to your prospect. Because if they are talking more about the benefits from the features, then they are doing it right. When it comes to why salespeople fail- one of the most obvious answers is lack of motivation.
The types of sales team meetings you hold, the sales movies that you watch with them, the motivational sales quotes that you share with each other, competition sales that you hold, and many more is what can motivate them. It is only when you motivate them, will they be able to motivate the sales prospects and close the deal. Stagnation of skills is one of the other reasons why salespeople fail.
Salespeople should consider themselves as students who are constantly learning new sales administrator tactics to close deals faster, constantly sharpening their soft skills for excellent salesmanship , adding words to build a powerful sales vocabulary , and constantly evaluating the chosen sales methodology to assess whether it is a right one, or does it require changes to be made. All of this will help your sales team and you to take advantage of the room that was left for improvement and get benefits from the same, hence securing future results as well.
If your salesperson is not result-oriented, it becomes one of the other main reasons why salespeople fail. This is because by not being result-oriented, a disconnect is caused between their actions and the goals that they are supposed to achieve.
If, while managing your sales team and motivating your sales team, you can also teach them to connect the dots of all that they do, they would start taking responsibility for their actions and be able to move the sales prospects down the sales funnel. Additionally, by being result-oriented, they would also be able to overcome call reluctance, better the quality of their sales promotion , avoid unnecessarily long emails and even less meaningful or useless calls.
These contribute to under-performing sales, and when they are result-oriented, they would also know what to avoid in order to achieve their results.
Such salespeople have lower productivity and efficiency than those who leverage technology in their sales process. Chances are, such technology averse salespeople might even lead to an increase in operating expenses and account payable. Once you have identified all the problems faced by your sales team, you should tackle them at individual levels so that it would then lead to a cumulative effect of multiplying the success of your sales team.
To do so, these tips would help:. The benefits of having a defined sales process along with a well-researched sales strategy would have larger chances of converting your prospects into customers. In sales, every situation and customer requires a unique approach, but irrespective of this, the general outline of your sales process would continue to be the same.
This process would start with prospecting and qualifying leads and ends with closing the deal, nurturing customer relationships so as to encourage returning customers, and promise proactive customer service.
You would also need to show your team how to keep filling their sales pipeline while closing deals at the same time. While it would be tempting to set up a commission to meet your monthly target, then build the foundation to hit the target in each sales cycle- it is your job to set the expectation that consistent, a repeat performance is more important than just meeting the sales targets and crossing it once out of three months. Training is something that should start the moment an employee joins your sales team.
It should become a regular part of your employee development program. Such training sessions are the best way to combat all the reasons leading to why salespeople fail. You should begin with a solid induction and then an on-boarding session for the new recruits. During this, you should familiarize them with your sales process and even give them an in-depth knowledge of the product or services that your organization offers.
After this, you should also tell them what gives an edge against your competitors and how to handle objections, cold calls , and doubts. The new recruits should also be teamed up with an experienced salesperson who would teach them all the ropes of sales, like, for instance, give them phone sales tips. In addition to having training sessions for the new recruits, you should conduct regular training courses and strategy workshops for your entire sales team.
These sessions would give you compounded returns on investment over a period of time by helping your team refresh their knowledge, add on to their skills, brush up on their communication skills, psychology of selling, understanding of buyer personas, and so on. When periodically conducting individual reviews, you would be sitting with your salesperson, knowing their difficulties, if applicable, even find out why salespeople are failing, help to find the solution for the same, evaluate the sales pipeline that they are following, and even asking them for the training that they need in order to perform better.
During individual reviews, you would even be able to gauge how well and how much of the sales tools are being used by your sales team. This is important to know because sales tools like CRM software are designed to make their work easier, faster, more automated, and efficient. They would also spare the time as well as the focus for closing more deals.
One of the other advantages of this is that by reviewing and discussing with your salespeople, you would also be able to help them identify what they are good at, which creative approach of theirs is worth carrying forward, and how they can best develop their own sales technique in line with your organization and the values you want to uphold. You can even teach proven sales methodologies that can give them a head start.
After conducting reviews, it is important to provide feedback that is constructive and can be worked upon. Through these feedbacks, even give them clear targets and goals to achieve which are not monetary based.
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