The document outlines the causes of failure among salespeople, highlighting issues such as chasing poor prospects, excessive discounting, and inadequate closing strategies. It emphasizes the importance of effective hiring, management skills, and the need for salespeople to control the sales process while understanding buyer motivations. Action steps are provided for immediate improvement, including self-evaluation and developing a structured sales process.

1. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Why Salespeople Fail
Presented by Brian Kavicky
Lushin & Associates, Inc.

2. 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.

3. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Salespeople Fail
Salespeople 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

4. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
The Salesperson
What 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.

5. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
The Buyer
Meanwhile 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

6. 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 think
Start of Process E that it is more simple than it
R really is.
C
S
60% of the time
choose nobody or
status quo

7. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
So why wouldn’t a salesperson fail?

8. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Hidden Weaknesses
Salespeople struggle with…
• Need for approval
• Emotional Involvement
• Buy Cycle
• Money Issues
• Record Collection

9. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Tactical Problems
No 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

10. 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

11. 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?!!

12. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Hiring Problems
You 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

13. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Management
Evolution of a typical Sales Manager….
Producer Top producer Management
At which point do they learn to manage Salespeople?

14. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Management
Management 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

15. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Management
On 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

16. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Salespeople Fail
Salespeople 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

17. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Action Steps
Immediate 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.

18. Sales Training for Success, Coaching for Life.
lushin.com / 317-846-9200
Questions?
Be sure to fill out the survey following this webinar.