Sales people fail all the time. Depending on how you look at it, or who you ask, they fail more often than not.
Sales people fail for two reasons, they fail themselves or the company fails them. Today’s post will address why sales people fail themselves. I’ll drop my 2 cents on how companies fail sales people in a follow up post.
Sales people fail, because they simply fail themselves. When sales people fail themselves they’ve done some or all of these things;
- They don’t make enough calls
- They don’t learn the product
- They don’t know the product well ENOUGH
- They lack business acumen
- They’re selling features and benefits, not solving problems
- They’re not listening
- They don’t understand the value proposition
- They can’t create a unique client specific value proposition
- They complain about the product
- They complain about the lack of leads
- They’re building their pipeline
- They’re wasting time on deals that won’t close
- They’re not using social media
- They aren’t reading sales blogs (like this one) 🙂
- The don’t have a plan
- They aren’t using the CRM properly (or god forbid, not using it all)
- They don’t have a smartphone
- Their deal strategies suck
- They don’t know the buyers journey
- The don’t read a book a month
- They blame
- They don’t have a personal development plan
- The just can’t sell
- They can’t identify the true client problem(s)
- They’re afraid of the client
- They aren’t teaching
- They’re too busy building “relationships”
- They talk too much about themselves and their product
- They don’t work hard enough
- They quit too soon
These are just a handful of the reasons sales people don’t make their number. When we miss our number, we can only blame ourselves. There is a slew of reasons and most of them start with us. If you want to make your number. If you want to be the number one rep, do less of this stuff and more of the good stuff.
Sales rocks because success is so uniquely tied to individual effort, effort in, results out. It’s that easy.
Are you making your number?