The responsibility for ensuring that every member of the sales team is successful, lies entirely with management and below are the eight reasons why sales people fail.

In fact, I usually ask just three very straightforward questions, in order to identify why a salesperson is underachieving i.e.

Are they visiting/talking to enough clients/prospects?

Are they talking to the right people within those client/prospect organisations?

Are they saying/doing the right things?

However this list, whilst not exhaustive, remains extremely accurate and as I said earlier, management has total control over each of these, including the last one!!

Wrong or no selection process - The wrong person for the position

Wrong or no training - Insufficiently developed

Wrong or no planning - Expected to do all of their own planning

Wrong or no supervision - Left without competent supervision

Wrong or no motivation - Not properly motivated to meet objectives

Wrong or no stimulation - Not stimulated by appropriate incentives

Wrong or no evaluation - Not regularly appraised against a set of agreed objectives

Wrong or no executive action - Not adequately supported by a competent manager