A recent study by Sales Benchmark found that only 22% of sales staff regularly meet their sales performance targets. Another study by Think Training, Nightingale Conant and Trainique uncovered that 90% of CEO’s said their sales staff focused on low payoff activities or called on the wrong people. They also found that 86% of CEO’s said their sales staff had negative thinking or self talk that was damaging their sales efforts.
Prospecting Challenge: Not enough time is spent effectively sales prospecting.
Conversation Challenge: The breadth and depth of customer conversation is not happening or at the right level. There is a propensity to open up the laptop ‘show up and throw up’ about how great ‘we’ are.
Qualification Challenge: Sales deals are not qualified hard enough leading to unrealistic and inflated sales forecasts.
Adversity Challenge: Setbacks result in a reverting to comfort zones and displacement activities.
Confidence Challenge: Don’t be fooled by macho, egotistical outward show this can belie an inward self doubt and lack of confidence that manifests itself in the other four generic challenges.