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Why Salespeople Fail
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Why Salespeople Fail

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Discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves.

Discover strategies to effectively manage your salespeople past the barriers that have been holding them back and onto the success they want and the success your business deserves.

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    Why Salespeople Fail Why Salespeople Fail Presentation Transcript

    • Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Why Salespeople Fail Presented by Brian Kavicky Lushin & Associates, Inc.
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Agenda for Webinar• What do we define as failing?• What are the reasons for failure?• Some ways to quickly get things on the right track.
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Salespeople FailSalespeople struggle because they… • Chase poor prospects too long instead of looking for new business • Keep discounting to win business and it’s affecting the bottom line • Have low close ratios and long sales cycles that impact your cash flow • Do too much unpaid consulting wasting your valuable resources •Tend to be more of a professional visitor than a salesperson
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 The SalespersonWhat must a salesperson actually do to close the sale? • Must interrupt the way people buy to gain control of the sales process. • Must define and facilitate the decision making process to assist the buyer. • Must uncover the compelling reasons to buy. • Must qualify the prospect and ensure that they are the right customer. • Must create urgency to decrease the sales cycle and clarify the timeline.
    • Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 The BuyerMeanwhile the buyer….. • Is hiding what their true motivators are • Plays cards close to the vest • Doesn’t want to commit to anything • Wants to know as much as possible before deciding • Normally wants to wait until the last possible moment to buy
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 The Buyer Even worse commoditization A B I Either the buying process is D so complex that the buyer B D simplifies it, or they thinkStart of Process E that it is more simple than it R really is. C S 60% of the time choose nobody or status quo
    • Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200So why wouldn’t a salesperson fail?
    • Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Hidden WeaknessesSalespeople struggle with… • Need for approval • Emotional Involvement • Buy Cycle • Money Issues • Record Collection
    • Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Tactical ProblemsNo Systematic Way of Selling • “Wing-it Stars” feel their way through the process • Salespeople on the same team don’t sell the same way • Fail to take control of selling process • Fail to get the prospect to agree to make a decision
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Closing Example What are some reasons for failing to close? (put-off, competition, pricing)• Not a qualified opportunity • Timeline is misunderstood• Not sure of ideal solution • Not selling to the correct person• Lack of urgency • Choosing lousy prospects• Sales person did not create value • Presenting too early in the process• No compelling reason to buy • Not willing to spend to solve
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Hiring Problems How much of a role does hiring have?What do you need to know before you hire someone? Answer: CAN THEY SELL?!!
    • Sales Training for Success, Coaching for Life.lushin.com / 317-846-9200 Hiring ProblemsYou must know…..– Critical – Other Factors • Desire • Self-Esteem • Commitment • Figure it out factor • Responsibility • Coachable • Outlook • Trainable • Hidden weaknesses • Level of selling skills • Level of strengths
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Management Evolution of a typical Sales Manager…. Producer Top producer ManagementAt which point do they learn to manage Salespeople?
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 ManagementManagement is a whole new skill set • Manage selling behaviors • Manage a consistent sales process • Track and manage to the numbers • Deal coaching, pre-brief, post brief • On-board new people to maximize ramp-up • Hire salespeople that can sell
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 ManagementOn top of that….. • Must understand what motivates their people and use it. • Must know how to teach by coaching and mentoring. • Must know how to establish strategy to meet company goals
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Salespeople FailSalespeople struggle because they… • Chase poor prospects too long instead of looking for new business • Keep discounting to win business and it’s affecting the bottom line • Have low close ratios and long sales cycles that impact your cash flow • Do too much unpaid consulting wasting your valuable resources •Tend to be more of a professional visitor than a salesperson
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Action StepsImmediate things to do… • Discover the weaknesses. • Evaluate yourself or your team to find out what the issues are. • Use a performance improvement program. • Develop yourself as a sales professional by immersing yourself in a program that promotes constant and steady improvement. • Develop a sales process, use a system, and adopt a hiring process that consistently finds the right people.
    • Sales Training for Success, Coaching for Life. lushin.com / 317-846-9200 Questions?Be sure to fill out the survey following this webinar.