3 Causes of Sales Failure

A business owner asked me the other day if I have any idea why he has trouble keeping good salespeople. When I asked how he manages their activity, he said he has a CRM that he checks from time to time and is always ready to answer any questions they may have. Also, they try to get together at least once per month. Hmmmm.

The three main reasons salespeople fail are...

- Can't do the job

- Won't do the job

- Not held accountable

The first two reasons need to be weeded out in the hiring process. Maybe they lack desire and commitment. Maybe they don't have the skills or "Sales DNA" needed for the job. It's our responsibility to find this out before we hire. There are many Sales Assessments to choose from, I like to use Objective Management Group. Dave Kurlan at OMG has developed a great product. Click here for a free trial. Try it on your next sales applicant and see for yourself. Also, you can automate this process to save time. I described how in a previous Blog which you can read here.

The last reason is something we can control. Or said differently, something we are responsible for. Salespeople must be held accountable.

Think about the nature of salespeople. They want to earn the most amount of money for the least amount of work. That's why they are in sales. The DREAM is to bring in that "giant" account and spend the rest of the time golfing. The REALITY is that selling is hard work and salespeople need to work every day. Left on their own, salespeople will fall into the trap of providing "great service" to existing clients at the expense of prospecting for new business. The job of the sales manager is to keep them on track. (Yes great service is important, but it is no excuse for not bringing in new business).

Salespeople need a plan for every day. Sales managers need to meet with and review the plan for the day, each and every day! If a salesperson has the ability and willingness to do what it takes, and fails, then we need to take a look at what we as managers missed. As Jim Collins said in "Good to Great," you need to "get the right people on the bus, the wrong people off the bus, and the right people in the right seats." Once that is done, it is the Manager's job to get the Bus going in the right direction, and make sure everyone is on the bus, every day.

BOTTOM LINE: Check in with your salespeople every day.

Blog Home Page