The writer stated that "when a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions."
And, while I tend to agree the writer, one key condition was missing… do you know what it is?
10 conditions referenced in the blog…
1. The salesperson did not have an effective sales process.
2. The salesperson did not follow the sales process.
3. The salesperson was not coached on this opportunity in the context of the sales process.
4. The salesperson was not held accountable to applying the sales process.
5. The salesperson did not use a CRM oriented toward a sales process.
6. The CRM application did not include the sales process.
7. The CRM application did not require the criteria for each stage of the sales process to be met prior to moving to the next step.
8. The sales process lacked criteria for each stage.
9. The steps for the sales process were improperly sequenced.
10. There was no CRM application.
Here’s the missing condition… and it should be 1st on the list!
1. The salesperson targeted the wrong person and didn’t reach the decision maker.
The majority of opportunities are missed because the salesperson targets the wrong person within the organization.
Salespeople, because they are solution providers, typically call on and develop a deep relationship with the solution owner, but they don’t own the problem, they’re merely helping to solve the problem.
It’s the decision maker who owns the problem and ultimately makes the purchase decision… and too many salespeople aren’t calling on them.
After 25 years of leading and training sales teams I’ve found most salespeople are merely exposed to general sales techniques and strategies… they’re rarely taught how to transition that knowledge in to a highly persuasive message designed to get the attention of the decision maker.
What I teach sales organizations is that secret sauce…
I teach a perfected technique of combining the salespersons knowledge, social psychology and leverage into highly persuasive communication process. This technique opens doors to decision makers, bypasses the lower level manager and works with virtually all types of products and services.