Why Companies Consistently Miss Their Sales Numbers.

The other day, one of my clients asked me if I could identify the key indicators that a company’s sales team would not make its targets. He wanted a concise list – not a lot of verbiage.

After some thought, I came up with the following 6 key things to watch for. What do you think?

1. Reps fall in love with own product to exclusion of understanding of customer needs – “It’s all about me”.
2. Unable to identify & effectively communicate unique value contribution by understanding, prioritizing, and matching to customer needs
3. Compensation Plan Problems
     a. Too rich – lack motivation
     b. Too lean – frustration – panic activities
     c. Does not provide proper direction
     d. Rep doesn’t understand comp plan
4. Staffing
a. Lack of skills necessary for sales environment
     b. Lack of process
          i. Internal (operational)
         ii. defined sales cycle process
     c. Lack of appropriate metrics and monitoring
     d. Lack of coaching/management
     e. Improper territory alignment

5. Service level issues (outside of sales)

6. Product development issues (outside of sales)

Your comments are welcome!

This entry was posted in SMART Selling Tips and tagged , , , , , , , , . Bookmark the permalink.

7 Responses to Why Companies Consistently Miss Their Sales Numbers.

  1. Karl says:

    I’d add another thought to why companies continually miss their sales numbers…and that being that the sales organization does a poor job managing their pipeline in terms of identifying a sufficient number of opportunities and/or working the balance of short-term/long-term sales against deals that are both large and smaller in size.

  2. That is really fascinating, You’re a very skilled blogger. I’ve joined your feed and look ahead to seeking more of your wonderful post. Also, I have shared your site in my social networks

  3. I was excited to discover this web site. I want to to thank you
    for your time due to this fantastic read!! I definitely liked every bit
    of it and I have you book-marked to look at new things on your web site.

  4. Jestine says:

    Pretty! This has been a really wonderful post. Many
    thanks for supplying this info.

  5. Heya i’m for the first time here. I came across this board and I find It truly useful & it helped me
    out a lot. I hope to give something back and aid others like you aided me.

  6. Peggy says:

    This is a very good tip especially to those fresh to the
    blogosphere. Short but very accurate information… Appreciate your sharing this one.
    A must read article!

  7. Thanks for finally talking about >Why Companies Consistently Miss Their Sales
    Numbers. | The SMART Selling Blog <Loved it!

Leave a Reply

Your email address will not be published. Required fields are marked *