Please register (it's free!) or login to view the remaining preview.

If you are logged in, your referral link [?] is automatically included below.

EMBED CODE (Copy and Paste)

DOCUMENT DESCRIPTION

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 form to the right. If you cannot view the preview above this document description, go here to view the large preview instead.

Source: Why Salespeople Fail Word document

Why Salespeople Fail

Sold by Howard Highsmith, CMC Emeritus (this author has 7 documents)

$39.00

ALL FEES INCLUDED

Add to Cart

This business document is categorized under the function(s):

Strategy, Marketing, & Sales

It applies to All Industries

File Type: Word (docx)

File Size: 8.9 MB

Number of Pages: 25

Related Topic(s): Sales

Purchase includes lifetime product updates. After your purchase, you will receive an email to download this document.

This product contains a supplemental PDF document.

Initial upload date (first version): Jan 8, 2018
Most recent version published: Jan 8, 2018

Ask the Author a Question

Must be logged in Click here to log in

CUSTOMER TESTIMONIALS

"I have found Flevy to be an amazing resource and library of useful presentations for lean sigma, change management and so many other topics. This has reduced the time I need to spend on preparing for my performance consultation. The library is easily accessible and updates are regularly provided. A wealth of great information."

– Cynthia Howard RN, PhD, Executive Coach at Ei Leadership

"As a consultant requiring up to date and professional material that will be of value and use to my clients, I find Flevy a very reliable resource.

The variety and quality of material available through Flevy offers a very useful and commanding source for information. Using Flevy saves me time, enhances my expertise and ends up being a good decision."

– Dennis Gershowitz, Principal at DG Associates

"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 have been able to exceed expectations and deliver quality advice and solutions to my clients. The quality and expertise of the authors are exemplary and gives me great confidence to use as part of my service offerings.

I highly recommend this company for any consultant wanting to apply international best practice standards in their service offerings. "

– Nishi Singh, Strategist and MD at NSP Consultants

"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 the customer, Flevy and the various authors. This is truly a service that benefits the consulting industry and associated clients. Thanks for providing this service. "

– Jim Schoen, Principal at FRC Group

"I like your product. I'm frequently designing PowerPoint presentations for my company and your product has given me so many great ideas on the use of charts, layouts, tools, and frameworks. I really think the templates are a valuable asset to the job."

– Roberto Fuentes Martinez, Manager at Technology Transformation Advisory

"[Flevy] produces some great work that has been/continues to be of immense help not only to myself, but as I seek to provide professional services to my clients, it give me a large "tool box" of resources that are critical to provide them with the quality of service and outcomes they are expecting."

– Royston Knowles, Executive with 50+ Years of Board Level Experience

"Flevy is now a part of my business routine. I visit Flevy at least 3 times each month.

Flevy has become my preferred learning source, because what it provides is practical, current, and useful in this era where the business world is being rewritten.

In today's environment where there are so many challenges and there is the need to make the right decisions in a short time, with so much scattered information, we are fortunate to have Flevy. Flevy investigates, selects, and puts at our disposal the best of the best to help us be successful in our work."

– Omar Hernán Montes Parra, CEO at Quantum SFE

"My FlevyPro subscription provides me with the most popular frameworks and decks in demand in today’s market. They not only augment my existing consulting and coaching offerings and delivery, but also keep me abreast of the latest trends, inspire new products and service offerings for my practice, and educate me in a fraction of the time and money of other solutions. I strongly recommend FlevyPro to any consultant serious about success."

– Bill Branson, Founder at Strategic Business Architects

"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

"As a small business owner, the resource material available from FlevyPro has proven to be invaluable. The ability to search for material on demand based our project events and client requirements was great for me and proved very beneficial to my clients. Importantly, being able to easily edit and tailor the material for specific purposes helped us to make presentations, knowledge sharing, and toolkit development, which formed part of the overall program collateral. While FlevyPro contains resource material that any consultancy, project or delivery firm must have, it is an essential part of a small firm or independent consultant's toolbox."

– Michael Duff, Managing Director at Change Strategy (UK)

SELECT CUSTOMERS

Since 2012, we have provided best practices to over 5,000 businesses and organizations of all sizes across the world—in over 130 countries. Below is just a very small sample of our customer base.

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.

CUSTOMERS ALSO BOUGHT THESE DOCUMENTS

Sales Excellence - Diagnostic Tool 15-slide PowerPoint deck $69.00 Author: P-Square Partners Sales	Account Management Templates 19-slide PowerPoint deck $29.00 Author: LearnPPT Sales Account Management	Key Account Management 101 - Best Practices 47-slide PowerPoint deck $69.00 Author: P-Square Partners Sales Account Management	Breakout Sales Growth Methodology 95-slide PowerPoint deck $89.00 Author: Howard Highsmith, CMC Emeritus Growth Strategy Sales Breakout Strategy
Fiaccabrino Selection Process 44-slide PowerPoint deck $50.00 Author: Charles Fiaccabrino Sales Interviewing Human Resources	The Challenger Selling Model Primer 15-slide PowerPoint deck $20.00 Author: Visual Time Value Sales	Predictable and Scalable Sales Process for B2B Business 131-slide PowerPoint deck $99.00 Author: sinha99 Sales B2B	Sales Force Effectiveness - Diagnosis & Correction Framework 14-slide PowerPoint deck $20.00 Author: ksd123 Sales
Sales and Marketing Alignment Tool Excel workbook $49.95 Author: Demand Metric Sales	Sales Battlecard Template 10-slide PowerPoint deck and supporting Excel workbook $30.00 Author: bpanda Sales	Sales Process Design Template Excel workbook and supporting PDF $20.00 Author: membrain Sales	Initial Meeting Sales Presentation 18-slide PowerPoint deck $30.00 Author: kgoldin Sales Meeting Facilitation/Mana ...