Why Salespeople Fail   25-page Word document
$39.00

Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Log in to unlock full preview.
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Why Salespeople Fail (25-page Word document) Preview Image
Arrow   Click main image to view in full screen.

Why Salespeople Fail (Word DOCX)

Word (DOCX) + supplemental PDF 25 Pages

$39.00

Add to Cart
  


Immediate download
Fully editable Word
Free lifetime updates

DESCRIPTION

This product (Why Salespeople Fail) is a 25-page Word document with a supplemental PDF document, which you can download immediately upon purchase.

It is widely reported the cost of onboarding a field salesperson is $250,000. Depending on tenure and more, in the end, a company can face expenses more than $840,000. This include hiring fees, overall compensation, severance pay, the cost of mistakes and disruptions, legal fees, and more. FURTHER... money is not the only impact on a sales organization.

"Why Salespeople Fail" is a survey that was directed to managers and owners of technology sales organizations with a field sales force operating in a complex sales environment. Their insights are very revealing, and their answers help to explain "why."

Definition: a complex sales environment is a sales process that involves:

•  Mutual Intention between the parties
•  Multiple people involved in the decision process (aka; a committee)
•  Budgeted and/or financial approval required to purchase
•  A protracted time-frame from initial contact to receipt of an order, or not!

ABOUT THIS REPORT

Why Salespeople Fail is a 25-page, in-depth compilation of answers surveyed from 91 sales managers and owners of technology organizations throughout the United States. The survey was directed specifically to technology companies regardless of size to get a broad set of responses. Also included in this report are insights from the author entitled; Howard's Top 7 Reasons Why Salespeople Fail presenting seven key factors that cause salespeople to fail to achieve their revenue goals.

Who is ultimately responsible for a sales person's failure, the company or the individual? As you read the responses we ask you to answer identify who is ultimately responsible for failure, the corporation or the individual salesperson? Hundreds of books have been written about how to hire the right person for a job. It is so simple to say and yet so hard to do.

PRE-HIRE:

From a sales performance point-of-view my message is to urge examining the traits that motivate Account Managers (aka: Farmers) and Business Development Managers (aka: Hunters).

I urge you to use profiles with at least your short list of candidates to better understand the values of candidates you are about to invest heavily in. Prominent in the marketplace today are DISC Profiles that reveal Dominance, Influence, Steadiness and Conscientiousness and Taylor Protocols, CVI (Core Values Index) to discover their wired-in Human Operating System.

The primary document is in editable Word format. The secondary document is a PDF version of the same report, in case you encounter any formatting issues with the Word version.

Got a question about the product? Email us at support@flevy.com or ask the author directly by using the "Ask the Author a Question" form. If you cannot view the preview above this document description, go here to view the large preview instead.

Source: Best Practices in Sales Word: Why Salespeople Fail Word (DOCX) Document, Howard Highsmith, CMC Emeritus


$39.00

Add to Cart
  

ABOUT THE AUTHOR

Additional documents from author: 12

Howard Highsmith, CMC Emeritus, also known as "The Greyfox," is a seasoned Sales Executive and Management Consultant with several decades of Sales Management experience, achieving "breakout sales" consistently. He is the founder and principal mentor advisor of Endgame Blueprints, LLC, where he serves CEOs of SMBs who are not satisfied with the quality of information they are receiving relative to ... [read more]

Ask the Author a Question

Must be logged in

Did you know?
The average daily rate of a McKinsey consultant is $6,625 (not including expenses). The average price of a Flevy document is $65.




Trusted by over 10,000+ Client Organizations
Since 2012, we have provided best practices to over 10,000 businesses and organizations of all sizes, from startups and small businesses to the Fortune 100, in over 130 countries.
AT&T GE Cisco Intel IBM Coke Dell Toyota HP Nike Samsung Microsoft Astrazeneca JP Morgan KPMG Walgreens Walmart 3M Kaiser Oracle SAP Google E&Y Volvo Bosch Merck Fedex Shell Amgen Eli Lilly Roche AIG Abbott Amazon PwC T-Mobile Broadcom Bayer Pearson Titleist ConEd Pfizer NTT Data Schwab




Read Customer Testimonials

 
"As an Independent Management Consultant, I find Flevy to add great value as a source of best practices, templates and information on new trends. Flevy has matured and the quality and quantity of the library is excellent. Lastly the price charged is reasonable, creating a win-win value for "

– Jim Schoen, Principal at FRC Group
 
"I am extremely grateful for the proactiveness and eagerness to help and I would gladly recommend the Flevy team if you are looking for data and toolkits to help you work through business solutions."

– Trevor Booth, Partner, Fast Forward Consulting
 
"The wide selection of frameworks is very useful to me as an independent consultant. In fact, it rivals what I had at my disposal at Big 4 Consulting firms in terms of efficacy and organization."

– Julia T., Consulting Firm Owner (Former Manager at Deloitte and Capgemini)
 
"If you are looking for great resources to save time with your business presentations, Flevy is truly a value-added resource. Flevy has done all the work for you and we will continue to utilize Flevy as a source to extract up-to-date information and data for our virtual and onsite presentations!"

– Debbi Saffo, President at The NiKhar Group
 
"I have used FlevyPro for several business applications. It is a great complement to working with expensive consultants. The quality and effectiveness of the tools are of the highest standards."

– Moritz Bernhoerster, Global Sourcing Director at Fortune 500
 
"FlevyPro provides business frameworks from many of the global giants in management consulting that allow you to provide best in class solutions for your clients."

– David Harris, Managing Director at Futures Strategy
 
"I have used Flevy services for a number of years and have never, ever been disappointed. As a matter of fact, David and his team continue, time after time, to impress me with their willingness to assist and in the real sense of the word. I have concluded in fact "

– Roberto Pelliccia, Senior Executive in International Hospitality
 
"As a young consulting firm, requests for input from clients vary and it's sometimes impossible to provide expert solutions across a broad spectrum of requirements. That was before I discovered Flevy.com.

Through subscription to this invaluable site of a plethora of topics that are key and crucial to consulting, I "

– Nishi Singh, Strategist and MD at NSP Consultants


Your Recently Viewed Documents


Customers Also Like These Documents

10-slide PowerPoint, Excel template
$30.00

Related Management Topics


Sales Account Management Sales Force Consulting Frameworks KPI Human Resources Hiring Interviewing Breakout Strategy Growth Strategy Meeting Facilitation/Management Marketing Plan Development

Download our FREE Strategy & Transformation Framework Templates

Download our free compilation of 50+ Strategy & Transformation slides and templates. Frameworks include McKinsey 7-S, Balanced Scorecard, Disruptive Innovation, BCG Curve, and many more.