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
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.