4 Reasons Sales People Fail. Reason 1 They are not true sales people by nature.

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Presentation transcript:

4 Reasons Sales People Fail

Reason 1 They are not true sales people by nature.

They Are Not True Sales People by Nature Reason 1 Although you can take a person with natural selling abilities and train them to be outstanding, you are kidding yourself if you think you can take an average person and train them to be outstanding.

They Are Not True Sales People by Nature Tips - Reason 1  Use assessments:  What motivates them?  What is their behavioral style?  What soft skills do they have vs. job requirements?  Do they have sales skills?  Does their past experience fit your requirements?  What was your first impression?  Are they hungry?

4 Reasons Sales People Fail Reason 2 Lack of a clear written selling system communicated through a sales manual.

No Written Selling System Reason 2  Most small and medium sized companies do not have a written sales training program.  There probably isn't a “classroom” type sales training.  Or an “On the Job Training” coaching program.

No Written Selling System Tips-Reason 2  Hire a sales training organization to help you.  Document the entire selling procedure.  A new sales person should work with an experienced sales person and be accompanied on their first sales calls.

4 Reasons for Salespeople to Fail Reason 3 There is no selling system structure.

No Selling System Structure Reason 3  No Corporate vision.  No structured method for handling leads.  No follow through process.  No pipeline structure.

No Selling System Structure Tips - Reason 3  Develop Company Vision.  Put a Customer Relations Management program into effect.  Develop Company and Sales Goals.  Develop a Sales & Marketing Plan for Generation of Sales Prospects.  Track and Monitor By Sales Person.

4 Reasons Sales People Fail Reason 4 Lack of a proper Compensation program and inspiration.

Lack of a Proper Compensation and Inspiration Reason 4  The pay for performance compensation program has not been thought through and developed.  Compensation program is unrealistic.  Compensation is set on incorrect goals.  Goal setting and benchmarking have not been properly established.

Lack of a Proper Compensation and Inspiration Tips - Reason 4  A pat on the back and positives statements go a long way.  Be sure that all goals are the responsibility of the salesperson.  Compensation must be short term.  Weekly reporting system for the salesperson.

What’s In It For Me?  A system that drives your business.  A feeling of control over your business.  More sales and profit.  Reduction of sales person turnover.  A happier business life.