Click main image to view in full screen.
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 "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, Sales Strategy, Sales Management Word: Why Salespeople Fail Word (DOCX) Document, Howard Highsmith, CMC Emeritus
