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Case Upon - The Eight Reasons Why Salespeople Fail
In grammar school, about the only subject I dreaded was gym. I went to school in the days when all little girls wore dresses. For gym class, we slipped on some shorts and c
Wrong or no supervision - Left without competent supervision
Wrong or no motivation - Not properly motivated to meet objectives
Wrong or no stimulation - Not stimulated by appropriat
The internet has widened the horizons for businessmen inasmuch as it has provided an innovative method for advertising and marketing. Ironically, though, it has also narrowed th
In fact, I usually ask just three very straightforward questions, in order to identify why a salesperson is underachieving i.e.
Are they visiting/talking to enough clients/prospects?
Are they talking to the right people within those client/prospect organisations?
Are they saying/doing the right things?
However this list, whilst not exhaustive, remains extremely accurate and as I said earlier, management has total control over each of these, including the last one!!
Wrong or no selection process - The wrong person for the position
Wrong or no training - Insufficiently developed
Wrong or no planning - Expected to do all of their own planning
Wrong or no supervision - Left without competent supervision
Wrong or no motivation - Not properly motivated to meet objectives
Wrong or no stimulation - Not stimulated by appropriate
You get to a stage where there is a team dedicated to running your day to day business. As a founder if you have been actively invovled, you quickly find yourself in a positions
Are they visiting/talking to enough clients/prospects?
Are they talking to the right people within those client/prospect organisations?
Are they saying/doing the right things?
However this list, whilst not exhaustive, remains extremely accurate and as I said earlier, management has total control over each of these, including the last one!!
Wrong or no selection process - The wrong person for the position
Wrong or no training - Insufficiently developed
Wrong or no planning - Expected to do all of their own planning
Wrong or no supervision - Left without competent supervision
Wrong or no motivation - Not properly motivated to meet objectives
Wrong or no stimulation - Not stimulated by appropriat
Among the various kinds of trade show displays that you can use, a popular category would be that of banner displays. Banner displays are a very good option as they are light and
Are they saying/doing the right things?
However this list, whilst not exhaustive, remains extremely accurate and as I said earlier, management has total control over each of these, including the last one!!
Wrong or no selection process - The wrong person for the position
Wrong or no training - Insufficiently developed
Wrong or no planning - Expected to do all of their own planning
Wrong or no supervision - Left without competent supervision
Wrong or no motivation - Not properly motivated to meet objectives
Wrong or no stimulation - Not stimulated by appropriat
Those of us doing business over the internet have to become especially adept at our listening and speaking skills since we don't have the luxury of talking with our customers fac
Wrong or no selection process - The wrong person for the position
Wrong or no training - Insufficiently developed
Wrong or no planning - Expected to do all of their own planning
Wrong or no supervision - Left without competent supervision
Wrong or no motivation - Not properly motivated to meet objectives
Wrong or no stimulation - Not stimulated by appropriat
There seems to be a lot of confusion between logos and business identities. As a small business owner it's important that you identify what your logo or business iden
Wrong or no supervision - Left without competent supervision
Wrong or no motivation - Not properly motivated to meet objectives
Wrong or no stimulation - Not stimulated by appropriate incentives
Wrong or no evaluation - Not regularly appraised against a set of agreed objectives
Wrong or no executive action - Not adequately supported by a competent manager
In Summary:
These then, are the "Eight Reasons Why Sales People Fail"
Copyright © 2006 Jonathan Farrington. All rights reserved
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