The Five Basic Reasons Why A Salesperson Underperformed.

The Awesome Article Database

Articles Area
	Home
	Browse Articles
	Search Articles
	Submit/Edit Articles
	Get RSS Feeds
	Free Articles Content
	Most Viewed
	Popular Articles
	Latest Articles
	Most Emailed
	Articles Rating

Popular Articles
	Vitamin Capsules, Li
	Indian Baby Names -
	How To Make Money Wi
	Natural Ways to Indu
	Gastric Bypass Recov

Latest Articles
	Toronto Psychotherap
	Destination for Mili
	Retail Store for Arm
	Precision Engineers:
	Tailored-Golf Soluti

For Publishers
	Free Email Alert
	Manage Subscriptions
Guidelines
	Author
	Publishers
	Terms & Conditions
Advertise Here
	Contact Us to Advertise

Home \| Business \| Human Resources \| The Five Basic Reaso ... The Five Basic Reasons Why A Salesperson Underperformed. Submitted by Todd on 2006-02-15 and viewed 129 times.

Rate This Article |

Add Comments |

Send To Friends|

View Comments (0)

Publisher |

Identifying the true reasons of salperson underperformance.

It is always easy to blame one person or several people for the failure of a sales process or the failure for the whole sales team within a company. Sometimes those people are just symptoms of a different problem. Perhaps a greater problem. Though it easy to find fault, it requires honesty to determine the true causes of sales process failure. There are only five causes to a sales process problem. There are only five distinct areas that cause the underperformance. 1. Organizational or Systemic problems can crush the sales process. This cause of failure has very little to do with the salesperson but more the company as a whole. Some examples would be; production failures, antiquated paperwork system, service issues, flawed products and the list can go on and on. Remember, failure doesn�t always point to one individual but many times the whole company or a time consuming procedural process could take up the majority of the salespersons time. 2. Obviously lack of skill will harm the sales process within your organization. Skill does not mean that a person can or cannot perform; but rather were they taught to perform. A classic example of this would be if a salesperson encounters an objection and doesn�t handle it effectively causing a lost sale. This very well could be that the salesperson was never taught how to handle the objection and leverage it into a sale. 3. Leadership can destroy a perfectly

good sales team. If a sales team fails to perform at the desired levels but never knew what the desired results were; how can you find fault with the sales team members? This failure points back to the leaders or coaches of that team. Many times sales managers are the direct reason the sales process fails. 4. Attitude is such a simple belief that has the power to make or break the sales process within your company. Attitude simply boils down to; does the salesperson want to do their job? Many times the best training, best companies and best coaches can not overcome a person that simply has issues and will always find reasons why they do not want to perform. 5. Now suppose you have gone through your sales process and determined that the attitude of the team is fine, there aren�t any systemic problems to speak of, the training program is world class and the best coach in the business is running the sales team. Then the issue really boils down to the most simple yet hardest to determine fact; the salesperson lacks the ability to perform the job as needed. Remember the five causes: Leadership, Organizational/Systemic, Skill, Attitude and Ability. When failure happens within the process level or all the way down to the individual level it is one or a combination of those five reasons. By being honest and assessing where the failure is happening you have taken a large step in correcting the true disconnect.

Article Source: http://www.awesomewebessentials.com/

Article Tags: Sales Management| Sales Training| Organizational Development|
Bookmark This Articles: del.icio.us * Digg it * Furl * reddit * Spurl * Yahoo MyWeb

Todd Taylor is the managing member of Fractional VP, a Sales Strategy and Tactics company. Taylor can be reached at 888-602-5866. For more articles written by Taylor:http://www.allentrepreneurinfo.com/

Training Options That Can Show Results and Save Money

The Family Medical Leave Act

Don't Throw Money Away On Training - Planning Well Will Cut Costs and Increase Value

Reputation Reputation

Why Human Resources Training Is Essential For Your Business

How Showing a Little Appreciation Motivates Employees

Setting "Expectations of Success" For That New Employee

How to Find the Round Pegs

Effective Induction - More Than Showing Them the Lunch Room

How to Make a Difference Every Day

Open Door Policy? Open Mind Policy?

Asking the Right Questions and Getting the Right Person