Tuesday, June 23, 2009

Failing Sales Team? Who Is to Blame?

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The responsibility for ensuring that every member of the sales team is successful lies entirely with management, and below are the eight reasons why salespeople fail.

In fact, I usually ask just three very straightforward questions in order to identify why a salesperson is underachieving:

  • Are they visiting/talking to enough clients/prospects?
  • Are they talking to the right people within those client/prospect organizations?
  • Are they saying/doing the right things?

However, this list, whilst not exhaustive, remains extremely accurate:

  1. Wrong or no selection process - The wrong person for the position
  2. Wrong or no training - Insufficiently developed
  3. Wrong or no planning - Expected to do all of their own planning
  4. Wrong or no supervision - Left without competent supervision
  5. Wrong or no motivation - Not properly motivated to meet objectives
  6. Wrong or no stimulation - Not stimulated by appropriate incentives
  7. Wrong or no evaluation - Not regularly appraised against a set of agreed objectives
  8. Wrong or no executive action - Not adequately supported by a competent manager

In Summary:

Management has responsibility for all of these, including the last one!

Source: AllBusiness.