sustainable sales growth is within your reach. let...
TRANSCRIPT
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Since 2002, xPotential Selling has helped customers unlock hidden potential in order to recruit and retain
effective sales teams, drive revenue, and grow their businesses. Our extensive sales expertise and business
experience, combined with our proprietary tools and processes, position us to offer an unparalleled level of
insight and engagement to clients of all sizes.
SUSTAINABLE SALES GROWTH IS WITHIN YOUR REACH. LET xPOTENTIAL SELLING HELP YOU ACHIEVE IT.
Hire the right person for the right job, reduce turnover, troubleshoot performance problems, and avoid costly hiring mistakes with insight
into the behaviors, motivators, strengths, challenges, and
selling skills of job candidates and incumbents.
Unlock the potential and optimize the performance of every member of your
sales team through a unique methodology that integrates
role-playing and problem-solving exercises with our
proven sales process.
Sales leaders learn the critical functions of their roles.
Participants learn to uncover problem areas, optimize their
team’s performance, and deliver tangible, sustainable
sales growth.
Engage a thought partner for designing actionable plans to overcome obstacles, increase
sales, and meet your strategic goals.
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1-15 Senior Level Sales Leaders 16-45 Sales Managers 46-50 Sales Process 51-69 Sales Operations 70-100 Sales Reps
TABLE OF CONTENTS
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SENIOR LEVELSALES LEADERS
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1
SENIOR LEVEL SALES LEADERSFAIL TO DEFINE AND COMMUNICATE
A CLEAR SALES STRATEGY
100 Reasons Why Your Sales TeamIs Not Making Quota
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TWO
Example:Excessive customer service issues
SENIOR LEVEL SALES LEADERSFAIL TO REMOVE DEPARTMENTAL ROADBLOCKS
THAT IMPEDE THE SALES TEAM
100 Reasons Why Your Sales TeamIs Not Making Quota
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IIISENIOR LEVEL SALES LEADERS
FAIL TO “BUY IN” TO SALES TRAINING PROGRAM
“You can’t lead where you won’t go.”
100 Reasons Why Your Sales TeamIs Not Making Quota
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4
SENIOR LEVEL SALES LEADERSFAIL TO PROVIDE SUFFICIENT
FUNDING/RESOURCES FOR SALES TEAM
Example:Market intelligence
100 Reasons Why Your Sales TeamIs Not Making Quota
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FIVESENIOR LEVEL SALES LEADERS
FAIL TO “BUY IN” TO SALES SUPPORT STRATEGY
Don’t waste precious sales time on reps doing database
management.
100 Reasons Why Your Sales TeamIs Not Making Quota
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VISENIOR LEVEL SALES LEADERS
FAIL TO HOLD MID-LEVEL MANAGERSACCOUNTABLE
100 Reasons Why Your Sales TeamIs Not Making Quota
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7
SENIOR LEVEL SALES LEADERSFAIL TO RECOGNIZE THE CRITICAL ROLE
OF THE FRONT-LINE SALES MANAGER
100 Reasons Why Your Sales TeamIs Not Making Quota
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EIGHT
Idea: Instead of a hyper-emphasis on sales
numbers, focus on identifying and developing sales behaviors that drive revenue.
SENIOR LEVEL SALES LEADERSHAVE “OVER-FOCUS” ON QUOTA
100 Reasons Why Your Sales TeamIs Not Making Quota
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IXSENIOR LEVEL SALES LEADERS
MICROMANAGE THEIR SALES MANAGERS
100 Reasons Why Your Sales TeamIs Not Making Quota
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10
SENIOR LEVEL SALES LEADERSFAIL TO FOCUS ON THE RIGHT SALES ACTIVITIES
THAT DRIVE QUOTA, SUCH AS QUALIFYING
Stat:89% of senior sales executives rely more
on current and historical data than on forecast data. (Source: Economist
Intelligence Unit)
100 Reasons Why Your Sales TeamIs Not Making Quota
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ELEVEN
Stat:Companies that excel at lead nurturing
generate 50% more sales-ready leads at 33% lower cost. (Source: Forrester Research)
SENIOR LEVEL SALES LEADERSFAIL TO FOCUS ON THE QUALITY OF SALES ACTIVITIES
THAT DRIVE QUOTA
100 Reasons Why Your Sales TeamIs Not Making Quota
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XIISENIOR LEVEL SALES LEADERS
FAIL TO COACH THEIR SALES MANAGERS
Question:Do you have a coaching process for
developing Sales Managers?
100 Reasons Why Your Sales TeamIs Not Making Quota
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13
SENIOR LEVEL SALES LEADERSFAIL TO USE SUFFICIENT METRICS TO DRIVE DECISIONS
Stat:Only 4% of companies have achieved the capability to perform “predictive analytics” about their work-
force. (Source: Deloitte 2013)
Stat:Only 4% of companies have achieved the capability to perform “predictive analytics” about their work-
force. (Source: Deloitte 2013)
100 Reasons Why Your Sales TeamIs Not Making Quota
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FOURTEENSENIOR LEVEL SALES LEADERS
DO NOT HAVE PROFESSIONAL SELLING EXPERIENCE
100 Reasons Why Your Sales TeamIs Not Making Quota
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XVSENIOR LEVEL SALES LEADERS
VIOLATED THE TRUST OF THE SALES TEAM
Example:Failure to remove micromanagers/tyrants
from leadership roles
100 Reasons Why Your Sales TeamIs Not Making Quota
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SALESMANAGER
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16
SALES MANAGERHAS A BEHAVIORAL CONFLICT WITH THE JOB
Example:Easily angered; too passive; too emotional; excessively critical
100 Reasons Why Your Sales TeamIs Not Making Quota
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SEVENTEEN
Example:Not motivated by investing in,
or coaching, sales reps
SALES MANAGERHAS A MOTIVATIONAL CONFLICT WITH THE JOB
100 Reasons Why Your Sales TeamIs Not Making Quota
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XVIIISALES MANAGER
FAILED TO CLEARLY DEFINE “EXPECTATIONS” FOR THE SALES ROLE THEY MANAGE
100 Reasons Why Your Sales TeamIs Not Making Quota
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19
SALES MANAGERFAILED TO CLEARLY COMMUNICATE “EXPECTATIONS”
TO THE SALES REP
100 Reasons Why Your Sales TeamIs Not Making Quota
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TWENTY
Example:Relationally sensitive – afraid to hold
reps accountable
SALES MANAGERHAS A COGNITIVE CONFLICT WITH THE JOB
100 Reasons Why Your Sales TeamIs Not Making Quota
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XXISALES MANAGER
HAS COGNITIVE DEFICIENCIES
Example:Systemically challenged - inability to define
or improve sales processes
100 Reasons Why Your Sales TeamIs Not Making Quota
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22
SALES MANAGERUNWILLING TO BE COACHED
“The path of least resistance is the path of the loser.” - H. G. Wells
100 Reasons Why Your Sales TeamIs Not Making Quota
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TWENTYTHREE
Example:Transactional Sales Manager moved to Major
Account Sales Manager role
SALES MANAGERHAS CONFLICTING SALES MANAGEMENT
EXPERIENCE WITH ROLE
100 Reasons Why Your Sales TeamIs Not Making Quota
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XXIVSALES MANAGER
DOES NOT CONDUCT REGULAR ONE-ON-ONESESSIONS WITH SALES REPS
100 Reasons Why Your Sales TeamIs Not Making Quota
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25
SALES MANAGERCONDUCTS INEFFECTIVE ONE-ON-ONE
SESSIONS WITH SALES REPS
Stat:95% of the time, one-on-one
sessions should be about coaching to improve skills.
100 Reasons Why Your Sales TeamIs Not Making Quota
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TWENTYSIXSALES MANAGER
DOES NOT KNOW THE SALES PROCESSWELL ENOUGH TO COACH IT
100 Reasons Why Your Sales TeamIs Not Making Quota
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XXVIISALES MANAGER
LACKS PROCESS FOR IDENTIFYING SOURCESOF PERFORMANCE ISSUES
Idea:Assess the “necessity” and the “quality” of
every sales activity of every sales rep.
100 Reasons Why Your Sales TeamIs Not Making Quota
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28
SALES MANAGERFAILS TO CONDUCT AN ANALYSIS OF EACH SALES REP’S
PERSONAL STRENGTHS AND WEAKNESSES
Idea:Use an in-depth sales assessment to identify the personal skills that might
need development.
100 Reasons Why Your Sales TeamIs Not Making Quota
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TWENTYNINESALES MANAGER
FAILS TO PRACTICE (ROLE-PLAY) WITH REPSTO IMPROVE THEIR SELLING SKILLS
Practice!Practice!Practice!
100 Reasons Why Your Sales TeamIs Not Making Quota
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XXXSALES MANAGER
DOES NOT UNDERSTAND THE PERSONALITY,MOTIVATIONS, AND LIFE ISSUES OF THE SALES REP
100 Reasons Why Your Sales TeamIs Not Making Quota
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31
SALES MANAGERDOES NOT HOLD THEIR SALES REP ACCOUNTABLE
“Bad behavior only continues for those who allow it.” – Gary Hopkins
100 Reasons Why Your Sales TeamIs Not Making Quota
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THIRTYTWOSALES MANAGER
DOES NOT CONSISTENTLY OBSERVE SALES REPSCOLD-CALLING
Example:You cannot hold a rep accountable for an
insufficient pipeline if you do not know what they’re doing on a cold call.
100 Reasons Why Your Sales TeamIs Not Making Quota
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XXXIIISALES MANAGER
DOES NOT CONSISTENTLY OBSERVE SALES REPSON SALES APPOINTMENTS
Stat:58% of buyers report that sales reps are unable to answer their questions effectively. (Source: Forbes Insight)
100 Reasons Why Your Sales TeamIs Not Making Quota
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34
SALES MANAGERDOES NOT COACH REPS
Coaching is not telling.It’s asking questions to get the sales rep
to think for themselves.
100 Reasons Why Your Sales TeamIs Not Making Quota
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THIRTYFIVESALES MANAGER
DOES NOT CONDUCT REGULAR SALES MEETINGS
100 Reasons Why Your Sales TeamIs Not Making Quota
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XXXVISALES MANAGER
CONDUCTS INEFFECTIVE SALES MEETINGS
If sales meetings were not required, would anyone show up?
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37
SALES MANAGERHAS NO AGENDA FOR THEIR SALES MEETINGS
“Plans are nothing; planning is everything.” - Dwight D. Eisenhower
100 Reasons Why Your Sales TeamIs Not Making Quota
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THIRTYEIGHTSALES MANAGER
HAS POOR SPEAKING/PRESENTATION SKILLSIN SALES MEETINGS
100 Reasons Why Your Sales TeamIs Not Making Quota
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XXXIXSALES MANAGER
DOES NOT MAKE THEIR SALES MEETINGS“SALESPERSON” FOCUSED
Idea:Make the new purpose: “to help your
sales reps make more money.”
100 Reasons Why Your Sales TeamIs Not Making Quota
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40
SALES MANAGERLACKS CONTROL OVER UNRULY SALESPEOPLE
100 Reasons Why Your Sales TeamIs Not Making Quota
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FORTYONESALES MANAGER
LACKS A STANDARD OF SUCCESS TO COMPARE THE SALES REP TO WHEN OBSERVING
A Sales Manager must know the sales process better than the rep.
(You can’t teach what you don’t know.)
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XLIISALES MANAGER
FAILS TO CONDUCT PRE-CALL PLANNING WITH REPPRIOR TO GOING ON A JOINT SALES CALL
Idea:Define roles and an
“if it goes bad” strategy.
100 Reasons Why Your Sales TeamIs Not Making Quota
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SALES MANAGERDOES NOT CONDUCT FOLLOW-UPCOACHING AFTER OBSERVATION
100 Reasons Why Your Sales TeamIs Not Making Quota
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FORTYFOURSALES MANAGER
WILLINGLY ENGAGES IN TOO MANYNON-SALES ACTIVITIES
Example:Attends too many meetings that
don’t directly drive sales.
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XLVSALES MANAGER
TAKES OVER TOO MANY SALES CALLS FROM SALES REPSIN ORDER TO WIN BUSINESS
Idea:Let a sales rep fail, because
pain is a great teacher.
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SALESPROCESS
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SALES PROCESSIS NOT IN PLACE FOR SALES REP TO FOLLOW
Example:Each step must be defined
and have a purpose.
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FORTYSEVENCURRENT SALES PROCESS
HAS TOO MANY STEPS
100 Reasons Why Your Sales TeamIs Not Making Quota
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XLVIIICURRENT SALES PROCESS
HAS TOO FEW STEPS
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CURRENT SALES PROCESSIS TOO COMPLICATED
100 Reasons Why Your Sales TeamIs Not Making Quota
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FIFTYCURRENT SALES PROCESS
IS NOT CUSTOMIZED FOR THE SALES TEAM
Don’t force your sales reps to make “mental leaps” because your sales
process is off-the-shelf.
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SALESOPERATIONS
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LISALES REPS IN FARMER ROLES ARE NOW REQUIRED TO HUNT FOR NEW BUSINESS
Customers may love your Account Executives (Farmers), but that does not
mean Prospects will.
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INSIDE SALES REP MOVED INTO AN OUTSIDE SALES ROLE
Receiving inbound calls is easy compared to making outbound calls to
people who don’t know you.
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FIFTYTHREEDEPARTMENTS, LEADERS, AND MANAGERS USE DIFFERENT
QUOTAS AND ACTUALS FOR REPORTING PERFORMANCE
Example:Gross sales or gross margin?
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LIVCOMPENSATION PLAN IS TOO RICH FOR
THE WORK REQUIRED OF SALES REP
Sales Rep:“I’ll never leave!”
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COMPENSATION PLAN IS INSUFFICIENTFOR THE WORK REQUIRED OF SALES REP
Sales Rep:“This is not worth it!”
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FIFTYSIXCOMPENSATION PLAN CHANGED FROM THE ORIGINAL
COMMITMENT WHEN SALES REP STARTED JOB
Sales Rep:“This is not fair!”
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LVIITOO MANY COMPETITORS IN TERRITORY
100 Reasons Why Your Sales TeamIs Not Making Quota
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TOO MANY SALES REPS IN TERRITORY
100 Reasons Why Your Sales TeamIs Not Making Quota
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FIFTYNINENOT ENOUGH LEGITIMATE CUSTOMERS IN TERRITORY
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LXNO NEW OPPORTUNITIES IN TERRITORY
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NO SALES TRAINING PROVIDED FOR SALES REP
Sales training must be customized, reinforced, and measured.
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SIXTYTWONO SALES LEADERSHIP TRAINING FOR SALES LEADERS
Sales Managers must view coaching sales reps as their top priority.
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LXIIIINEFFECTIVE SALES TRAINING
100 Reasons Why Your Sales TeamIs Not Making Quota
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POOR DELIVERY OF SALES TRAINING
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SIXTYFIVEINSUFFICIENT SALES TRAINING MATERIALS
100 Reasons Why Your Sales TeamIs Not Making Quota
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LXVINO SALES TRAINING PROCESS TO ENSURE RETENTION
Idea:Hire a sales training company that uses
a training process to ensure results.
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INSUFFICIENT AMOUNT OF TIME DEDICATED TO TRAINING
“A lifetime of training for just ten seconds.” - Jesse Owens
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SIXTYEIGHTTOO MUCH TRAINING IN TOO SHORT OF TIME
100 Reasons Why Your Sales TeamIs Not Making Quota
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LXIXNO REINFORCEMENT OF TRAINING
“The way positive reinforcement is carried out is more important than the
amount.” -B. F. Skinner
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SALESREP
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SALES REPHAS A BEHAVIORAL CONFLICT WITH THE JOB
Example:Inflexible; too aggressive; overly analytical
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SEVENTYONESALES REP
HAS A MOTIVATIONAL CONFLICT WITH THE JOB
Example:Not driven by making money in a
commissioned sales role
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LXXIISALES REP
HAS A COGNITIVE CONFLICT WITH THE JOB
Examples:Fears rejection; lacks self-
management; lacks self-awareness
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SALES REPHAS PERSONAL ISSUES DISTRACTING
THEM FROM THEIR JOB
Examples:Relational; financial; health; family
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SEVENTYFOURSALES REP
IN CONSULTATIVE SALES ROLE ONLY HASTRANSACTIONAL SELLING EXPERIENCE
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LXXVSALES REP
IN MAJOR ACCOUNT SALES ROLE ONLYHAS SMALL PRICE POINT SELLING EXPERIENCE
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SALES REPIN B2B SALES ROLE ONLY HAS B2C SELLING EXPERIENCE
Transitioning from simple to complex selling can be too great a chasm for
some to leap.
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SEVENTYSEVENSALES REP
IN OUTSIDE SALES ROLE ONLY HAS INSIDE SALES(CALL CENTER) SELLING EXPERIENCE
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LXXVIIISALES REP
IN TEAM SELLING ROLE ONLY HAS INDIVIDUALSELLING EXPERIENCE
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SALES REPIN PROSPECTING SALES ROLE ONLY HAS EXPERIENCE
WHERE THE COMPANY PROVIDED LEADS
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EIGHTYSALES REP
IS UNWILLING TO BE COACHED
“People are anxious to improve their circumstances, but they are unwilling to improve themselves. They therefore
remain bound.” – James Allen
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LXXXISALES REP
IS ENGAGED IN TOO MANY NON-SALES ACTIVITIES
Is your sales rep in Sales orDatabase Management?
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SALES REPIS TOO FOCUSED ON CUSTOMER SERVICE ISSUES
Is your sales rep in Sales orCustomer Service?
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EIGHTYTHREESALES REP
LACKS TECHNICAL EXPERTISE REQUIREDTO SELL PRODUCTS/SERVICES
Hire on personal skills. Train on products and services.
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LXXXIVSALES REP
RELIES TOO HEAVILY ON REFERRALS INSTEAD OFPROSPECTING FOR NEW BUSINESS
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SALES REPFAILS TO UP-SELL AND MAXIMIZE EACH SALES OPPORTUNITY
“Disney doesn’t want your money. They want all your money. And they are
masterful at getting you to happily give it to them.” – Barrett Riddleberger
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EIGHTYSIXSALES REP
CONSISTENTLY DROPS PRICE IN ORDER TOMAKE A SALE WHICH ERODES MARGINS
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LXXXVIISALES REP
FAILS TO QUALIFY EACH OPPORTUNITY
Stat:Just 3% of companies say their forecasts are “always accurate.”
(Source: Economist Intelligence Unit)
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SALES REPCONSISTENTLY ATTEMPTS TO SELL TO UNQUALIFIED BUYERS
More to manage and less to close
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Prosperity Focus “I see 3 or 4 ways we can help this
company if I call in a vendor to assist on one of them.”
Poverty Focus “I’ll be lucky to make my
car payment again.”
EIGHTYNINESALES REP
IS FOCUSED ON THEIR OWN SURVIVAL INSTEAD OFTHE PROSPECT OR CUSTOMER’S OBJECTIVES
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XCSALES REP
LACKS PROFESSIONAL PRESENTATION SKILLS
100 Reasons Why Your Sales TeamIs Not Making Quota
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SALES REPLACKS NEGOTIATION SKILLS
“A large pipeline of qualified prospects is the greatest weapon to wield when negotiating.” –Barrett Riddleberger
100 Reasons Why Your Sales TeamIs Not Making Quota
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How businesses work, make money,and serve their customers
NINETYTWOSALES REP
LACKS BASIC BUSINESS KNOWLEDGE
100 Reasons Why Your Sales TeamIs Not Making Quota
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XCIIISALES REP
CONDUCTS “PRODUCT-FOCUSED” INSTEAD OF“BUSINESS-FOCUSED” CONVERSATIONS
Your sales reps don’t sell products/services. Customers buy what your
products/services do for them.
100 Reasons Why Your Sales TeamIs Not Making Quota
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SALES REPSELLS ON PRICE RATHER THAN VALUE
Is price or value reflected in their words and behaviors when they
engage the prospect?
100 Reasons Why Your Sales TeamIs Not Making Quota
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Listening (rather than talking) through a sales call reveals the prospect’s
perception of value.
NINETYFIVESALES REP
FAILS TO UNCOVER THE BUYERS PERCEPTION OF VALUE
100 Reasons Why Your Sales TeamIs Not Making Quota
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XCVISALES REP
FAILS TO DEVELOP SUFFICIENT TRUST WITH THE BUYER
Do your sales reps deliver good words that establish credibility with buyers?
100 Reasons Why Your Sales TeamIs Not Making Quota
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SALES REPHAS POOR WRITING, GRAMMAR, AND SPELLING SKILLS
Your company’s reputation and livelihood can rest on the 7th
grade grammar skills of a single sales rep.
100 Reasons Why Your Sales TeamIs Not Making Quota
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“It’s the repetition of affirmations that leads to belief. And once that belief
becomes a deep conviction, things begin to happen.” - Muhammad Ali
NINETYEIGHTSALES REP
HAS A POOR SELF-IMAGE
100 Reasons Why Your Sales TeamIs Not Making Quota
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XCIXSALES REP
FAILS TO ASK ENOUGH QUESTIONS OF THE PROSPECT
100 Reasons Why Your Sales TeamIs Not Making Quota
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SALES REPFAILS TO ASK THE RIGHT QUESTIONS
“The wise man doesn’t give the right answers, he poses the right
questions.” - Claude Levi-Strauss
100 Reasons Why Your Sales TeamIs Not Making Quota