The business owners I speak with often want to know why their people aren’t hitting their numbers. My over simplified response is that salespeople don’t reach quota for two reasons: they don’t know what to do (they need training), or they know what to do but can’t or won’t do it (they need coaching).
While those two areas are key, and have to do with the salesperson involved, there are 5 other reasons that should be considered:
- Initial Selection
- On Boarding
- Sales DNA
- Sales Process
These 7 reasons involve management stepping up and being proactive in helping salespeople become more effective. If your salespeople aren’t succeeding, check the mirror!
This Dave Kurlan article defines these terms and provides ideas on how to understand strategies for salespeople and management to hit the sales numbers the company requires.