Top 3 Reasons Why Sales People Fail
Donnie Boivin
Business to Business Network, B2B Networking, Badass Business Summit, Success Champion Networking.
Perhaps you've heard the saying,
“A bad attitude is like a flat tire, you can’t go anywhere unless you change it.”
I've been in sales for a number of years – and it is my attitude that keeps me going. The number one mistake I see sales people do is come to work with the wrong attitude.
Sales are made before you even make the call, start a meeting or enter a room.
You have to make sure your tires are prepped before a road trip just like your attitude must be ready before you make a sale. If you do not continuously maintain a positive attitude, you will never make it to your destination.
What is attitude?
To me, it is having that mental toughness to win; the mindset of a champion. Great products and service are always available, but your attitude determines whether or not you make the sale.
“You cannot perform in a manner inconsistent with the way you see yourself.”
– Zig Ziglar
The second thing that I have seen cause failure for the sales person is inconsistent behaviors.
Every day you go out there, you should have a set goal in which you measure positive progression.
So what behaviors lead to consistent sales? Not winging it, that’s for sure.
Develop these proper behaviors:
- Set a realistic, achievable sales goal (example: your quota, departmental goals, etc.)
- Develop behaviors to reach that goal, including:
- How many cold calls completed
- Did you attend networking events
- Follow up on prospects
- Set a schedule and do these behaviors every day
- Measure everything to understand what works and what needs improvement
- What do I need to do to start a new conversation with a new prospect?
- How many conversations lead to a meeting?
- How many meetings to close a sale?
- How many closes do I need monthly to meet my goal?
The Good, the Bad, & Downright Ugly Techniques
The last thing I wanted to share with you is probably the part you want to hear the least – your techniques could be good, but most are bad and downright ugly!
Most salespeople who are struggling either have no technique or they are still using techniques that are worn out and no longer work!
Most salespeople have never sat in a sales class or training session. In fact, it is said that 92% of the sales force in America has not had sales training, will not be successful. Someone handed them a computer and a phone - then said “Go sell!”
How can I improve my techniques?
- Open your mind to learning about sales
- Read books about sales
- Attend workshops or seminars
- Seek out sales training
- Never stop learning and updating yourself about sales
The Sales Success Power Combination: Attitudes, Behaviors & Techniques
Trust me, without the proper combination of attitudes, behaviors and techniques salespeople will continuously fail to get in their own way of the success they deserve. They will never be able to understand why there is no improvement in their sales numbers or commission, and each day will be a mental battle for sanity.
The powerful combination of positive attitudes, behaviors, and techniques, coupled with an open mind and supportive sales training will not only enable the sales person to reach consistent sales goals, but also enjoy themselves while they achieve new levels of success.
What are your thoughts?
Have you seen other things that cause you or other salespeople to fail? If so, please share your story in the comments!
Good Selling!
Donnie
Sales can be an emotional roller-coaster, leaving salespeople feeling frustrated, overwhelmed, and desperate. Click here to request a free copy of Why Salespeople Fail... And What You Can Do About It.
Night Auditor at DoubleTree by Hilton
9yIn my first job I was literally given sales goals and told go make it happen. No training whatsoever. I bought sales books and taught myself (and made a lot of mistakes along the way). But it wasn't until years later that my employer at the time fully embraced the sales culture and started sending everyone through very good and structured sales classes (they adopted Cohen Brown but I'm sure there are others). The number one key to developing good salespeople in my eyes is to provide them with the proper training. Then coach and mentor them to become the best they can. Set realistic goals for your sales team and yourself and keep track. Hold weekly meetings with your direct reports to go over sales goals and how they are doing in relation to those goals. Make sure the behaviors you and your team are doing are in line with sales objectives. But despite all of this (as the writer points out so well) is the need to have the right attitude and behaviors. If you make it a point to only sell the products and services your clients need, then you will have the right attitude because you know you are selling ethically to help them succeed. For new salespeople who aren't given formal training, read up on everything about sales you can. Find a mentor and learn from him/her. Remember, practice makes perfect and if you never swing the bat, you won't hit the ball.
Unique Subscription based Employee Benefits|Work Place Misconduct Mitigation|Small Biz Law Firm Access|Certified Native American-owned Business
9yGreat reminder on the basics, Donnie!