WHY MOST SALESPEOPLE FAIL TO REACH QUOTA

Some Sales Facts to Consider...

• It’s estimated that only 20% of any sales force will reach their annual quotas – regardless of industry
  
  
• In more than 50% of all sales calls made in the U.S. today, the salesperson just “wings it” and does not use a planned approach
  
  
• In almost 70% of all sales calls made in the U.S. today the salesperson will never ask for the order
  
  
• Approximately 80% of all salespeople will quit calling on a prospect after only the second call … and yet more sales occur after the fourth call and beyond

MAJOR REASONS FOR POOR SALES PERFORMANCE

Wrong Person, Wrong Job

It’s estimated that approximately 70% of all salespeople are mismatched – they simply do not have the “right stuff” to be good at selling. They wind up in sales because they simply don’t know what else to do and throughout most of their sales careers, they simply float from one sales job to the next—like a piece of driftwood in the ocean.

Poor Work Habits

In a sales career, poor work habits can be divided into three areas:

• Lack of personal motivation: top sales performers are self-motivated—everyday they wake up and they want to win because they have developed the habit of winning and goal attainment throughout their life. On the other hand, the mediocre salesperson does not have that burning desire to win—to reach and exceed their sales quotas. They simply lack the passion to win.
  
  
• Poor time management skills: many salespeople have poor time management skills. They get wrapped up in the “trivial many” versus the “significant few.” They lack the disciplined focus to concentrate on real selling activities vs. all the details of their jobs. They are busy but not very productive
  
  
• Lack of selling skills: many salespeople truly lack the necessary sales skills to be effective in their careers. They never realize that true high performance selling is the ability to establish TRUST and then SOLVE PROBLEMS for a prospect. They act as salespeople vs. true problem solvers. They don’t understand the basic “blocking and tackling” of successful selling.