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

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