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Top 7 Reasons Your Sales People Can’t Sell

Written by: Cheryl A. Clausen

Article Overview: As the business owner or entrepreneur you may get pretty frustrated because it seems like your sales people can’t sell. Naturally you want to blame them for their inadequacies.

Top 7 Reasons Your Sales People Can’t Sell

As the business owner or entrepreneur you may get pretty frustrated because it seems like your sales people can’t sell. Naturally you want to blame them for their inadequacies. But that doesn’t improve your sales results. Even though you may have hired top notch sales professionals those professionals may not produce the results you expect. Here are the top 7 reasons the people you hire to sell your stuff can’t produce the results you expect:

1. They can’t explain why someone would want to buy your stuff in simple language.
2. They don’t focus their efforts on the people most likely to buy your stuff.
3. They don’t prioritize their actions based on the results those actions produce.
4. They don’t take the right actions to sell your stuff.
5. They don’t make daily progress.
6. They try to sell your stuff before they can sell your stuff.
7. They don’t know how to overcome objections.

This may shock you BUT you as the business owner or entrepreneur are responsible for 6 of the top 7 reasons your sales people can’t sell. When you take responsibility for those 6 reasons your sales people will be far better prepared to produce the results you both want. After all sales people are driven to succeed. But they need to be setup for success to make that success happen. By the time a sales person has been in your employment 2 days they should be able to simply communicate why someone would want to buy your stuff. You are the one who should craft that message. This message is part of your core marketing message. You want to make sure every person in your organization is communicating the same message exactly the way the way you want it communicated. Next you need to clearly define who your ideal potential buyer is down to the smallest detail. You need to tell your sales people who to look for, where to find them, and why those people will be excited to meet them. One of the biggest reasons sales people get off track is they like to chase the next latest and greatest thing. Plus they listen to sales myths and stories that have, in some cases, no actual facts behind them. You both win when you show them how to test their actions and track their results. Gather the data from each sales person and share the information so everyone can participate in proven best methods. You didn’t start your business without planning. You can’t expect your sales force to succeed without a blueprint for success. It’s your responsibility to develop that blueprint starting now so new sales people don’t have to reinvent the wheel. Make sure each sales person sets and tracks daily target actions. You aren’t doing that so you can make sure they’re working hard. You’re doing it so each sales person ends each day knowing they’ve made progress toward success. It’s unrealistic to expect sales people to meet a stranger and close the deal. This is especially true when you are selling a high ticket service. It’s your job to develop a marketing plan that initiates a relationship with potential buyers.

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Article Tags: business owner, core marketing, daily progress, entrepreneur, inadequacies, li li, notch sales, objections, rsquo, sales person, sales professionals, top notch



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