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The Eight Reasons Why Salespeople Fail

By Jonathan Farrington
The Sales Corporation

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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 sales people fail.

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 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

    The moral right of the author, Jonathan Farrington, has been asserted. All rights reserved. This publication or any part thereof may not be reproduced or transmitted in any form or by any means electronic or mechanical including photocopying, recording, storage in an information retrieval system or otherwise, unless this notification of copyright is retained.

    Revised: 08/15/2006 - Article Viewed 4479 Times

    Biography

    Jonathan Farrington is the Chairman of The Sales Corporation To find out more about the author, visit:www.jonathanfarrington.com
    You can also now visit Jonathan's daily Blog at: www.thejfblogit.co.uk

    Contact Information

    Jonathan Farrington
    The Sales Corporation
    jf@jonathanfarrington.com

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