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Ultimate Comparison of Top Salespeople to Salespeople Who Fail
If you've been following this Blog you know I sometimes refer to the elite 5% of salespeople, the next 20% and the bottom 74%. After reading Super Freakonomics I was moved to take a new look at our data on the more than 400,000 salespeople we have assessed. Behavioral scientists would look at our data on the top 5% and report on some common findings. It might look like this...

Other why salespeople fail Related Articles

Why Salespeople Aren\'t Professionals
For the last few months I’ve discussed some of the things that keep salespeople from becoming really successful. We’ve talked about why salespeople fail, why they don’t achieve their goals and why the traditional sales process is fundamentally flawed. But the problem goes deeper than that. The problem is that most salespeople aren’t professionals.
The Former Car Salesperson That Didn't Know Why He Failed
This article explains why a lot of salespeople struggle and fail. Read it to learn if you recognize anyone you know...
Your Sales Force - Who is Playing on Your Team?
Your worst salespeople lost the only opportunity they had. Devestation, depression, excuse making and inaction. They fail to rebuild their pipeline. Who do you have playing for you?
Close Faster By Wearing Your Prospects’ Shoes
There are many skills salespeople need to learn to be successful. In teaching these skills I have found that there are two words in the English language that most salespeople fail to clearly understand in meaning and application: “sympathy” and “empathy.” Not knowing the difference, and not knowing which will help you earn sales success, can cause significant delays in deals or may break them.
Your Salespeople Call on the Wrong People and Expect Them to Buy
How many sales opportunities fail to convert because your salespeople failed to meet with the individual(s) in the company that could do something about it?
Fact Based Reasons Why New Salespeople Fail
Did you ever have a new salesperson fail? Did you ever have one who was highly recommended fail? Depending on how effective your recruiting, selection and on boarding processes are, you may experience new salespeople that don't work out. This article explores some of the factors that impact short-term success.
Why Salespeople Fail...
In this day in age, no one seems to want to EARN anything anymore. In SALES, you have no choice! What you put in, is what you get out, period. In this outline, you'll learn why salespeople fail and ways to go about selling the old-fashioned way, driving on-going, recurring revenue.
Are You Looking for Salespeople with Entrepreneurial Spirit?
While most salespeople don't have Entrepreneurial Passion, most Entrepreneurs aren't very good salespeople. They lack the DNA, skills and competencies necessary to consistently outsell their competitors, but they (sometimes) compensate for it with their 24/7 passion. Can you have both? Yes - entrepreneurs can be trained to sell effectively! And there are some salespeople who actually have this love of what they are selling. The key is to be able to successfully attract, identify, on board and retain those rare salespeople.

Are You A Profit Center or a Profit Drain?
Invariably, salespeople are either profit generators or profit drains. For some reason, “break even” salespeople have been very rare in my career. There’s a deeper level for us salespeople, though. The two questions we must ask ourselves are: Is our employer better off for having us represent them? And… Are our customers better off for doing business with us?
Driving Revenue: Ten Actions Senior Management Must Take Immediately
Companies don't fail because individuals in the company want to fail. Companies fail because employees don't know what the rules are. Companies that are guided by strong boundaries thrive by developing prospects and driving revenue. Companies loosely run, fail.
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