Clients Say...

"Working with Optimal Sales Search changed my mind about the true partnership you can have with the right sales recruiter. We have hired several high-level sales people with their help. The results have helped build our company. One of the people we hired from Optimal Sales Search has been our number one sales rep for two years!"

VP Sales, $60M Firm

Top Four Reasons Salespeople

Fail to Achieve Results

In our survey of more than 50 CEO’s and Vice Presidents of Sales in the technology sector, we have synthesized four key factors that lead to poor sales performance and ultimately, sales failure. Here are our findings….

#1 Reason Why Sales Reps Don’t Achieve Better Outcomes: They fail to consistently focus on top priorities. This could occur anywhere in the sales cycle from generate new opportunities, to following up on hot leads.  This could be expressed by spending too much time in the “cycle of hope” rather than spending time developing new prospects.  Poor prioritization usually shows up in the sales funnel as follows: lack of new business opportunities and “promising deals” which remain on the pending sheet stuck in the closing cycle for far too long.   

Reason #2: They aren’t willing to pay the price and make the effort necessary to win. The work required to achieve outstanding sales results can be shocking. It takes a fierce dedication and a burning commitment to succeed.  If your sales rep isn’t willing to do the heavy lifting required, they may never achieve the momentum they need to get new sales rolling!

Reason #3: They don’t listen and as a result, alienate themselves from their prospects. Salespeople who get caught up in their own agenda and forget to listen to the needs of the client are doomed to fail. Top sales performers ask good questions because they know prospective clients will provide 90% of the information needed to close the deal.

Reason #4: They gradually lose belief in themselves and their solutions. This erodes over time and eventually they can’t remain optimistic about their role in the organization. Top performers are driven, optimistic, competitive, instinctual and committed to improving themselves. They thrive on achievement and solving problems for their customers. If a sales rep has lost faith in the solutions they are providing to customers, it will be virtually impossible for them to achieve optimal results.

 

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