Top 10 Reasons New Sales Reps Fail
- REASON #1: They base their self-worth on what other people think. If you define your sense of worth based on how you assume your boss, co-workers, and customers see you, you’ll be deeply hurt by anything that smacks of criticism. Selling, and working inside a sales organization, begins to look like a series of horrible and (finally) intolerable rejections.
- REASON #2: They assume that past failure defines the future. Some people find failure so unpleasant that they try to avoid it at all costs. As a result, they avoid any situations where failure is a risk. Because any meaningful sales effort entails risk, such people seldom, if ever, accomplish anything significant in a sales organization.
- REASON #3. They believe in destiny, luck and fate. Some people believe that their status in life and potential as a human being is determined by luck, fate or divine intervention operating upon the circumstances of their lives…
These beliefs, however, constantly keep you focused on what you can’t change (e.g. fate) and not on what you can (e.g. your skill set.) - REASON #4: They lack the right attitude. The right attitude for a sales pro consists three qualities: 1) Empathy, so that you can understand customer needs. 2) Confidence, so that your can bring customers to the point of buying, and 3) Resilience, so that you can use rejection and temporary setbacks as spurs that constantly move you forward.
- REASON #5: They don’t perceive the subtleties. When mediocre sales pros make sales calls, they are so busy “trying to sell” that they miss the nuances of the customer relationship. Top sales pros know that the most important element of a successful sales call is the value that the sales professional can bring to the customer, rather than whatever might eventually be sold.
- REASON #6: They’d rather be doing something else. Failing sales pros often wish they had the nerve get out of sales and do something completely different. If a sales pro’s ideal occupation is to play baseball, be a musician, write a novel, or do anything else that not in Sales — they’ll eventually sabotage their sales career.
- REASON #7: They don’t learn from their mistakes. Sales pros tend to avoid looking at their failures and would prefer to examine their successes – and then attempt to replicate them. However, until and unless you understand how, why and where your sales process is failing, it’s impossible to correct systemic problems in your sales approach.
- REASON #8: They can’t follow simple instructions. Sales skills must be learned. Some people are naturally resistant to learning new ideas and new techniques, especially if they’ve already achieved a certain level of success. Many a sales pro has “topped off” at the lowest level because of a failure to understand that news skills are needed at each stage of a sales career.
- REASON #9: They lack true honesty and candor. Sales is all about relationships and relationships are all about trust. People who lie and fudge the truth may become good at fraud or other criminal acts, but they’re at an extreme disadvantage when it comes to being successful at an honest sales job. Most customers can “sense” when a sales rep isn’t being real… and avoid buying.
- REASON #10: They can, but won’t, do the work. This is true not just of selling, but of every other activity in the world. Sales pros who don’t makes their numbers either can’t or won’t do what it takes to make sale. When you can’t do the job, it’s usually because you don’t know what to do. When you won’t to the job, it’s because you simply lack the drive.
http://www.cbsnews.com/8301-505183_162-28547816-10391735/top-10-reasons-new-sales-reps-fail/
Continue Reading »The 7 Habits of Highly Effective People
Unless you live under a rock, you should be familiar with that title. The book, written by Stephen R. Covey, was named the #1 Most Influential Business Book of the Twentieth Century, and has sold more than 25 million copies worldwide. Covey’s seven habits can certainly be applied to sales. Here’s a quick overview of the seven habits:
Habit 1: Be Proactive
Take responsibility for your choices and the consequences that follow.
Habit 2: Begin with the End in Mind
Create a mission statement for yourself. Clarify your important character values and life goals.
Habit 3: Put First Things First
Prioritize and execute your weekly tasks based on importance versus urgency.
Habit 4: Think Win-Win
Strive for solutions and agreements that are mutually beneficial.
Habit 5: Seek First to Understand, Then to be Understood
Use empathic listening.
Habit 6: Synergize
Take advantage of the strengths of the people around you through positive teamwork.
Habit 7: Sharpen the Saw
Live a balanced life and renew your resources, energy and health. Exercise, mediate or pray and read for mental stimulation.
Continue Reading »A Checklist for Hiring a Face-to-Face Sales Partner
In today’s fast-paced world, consumers are bombarded with so many different marketing messages it is difficult to break through and reach customers. Add to that marketing restrictions such as do-not-call and do-not-mail lists and the hurdles to reaching customers grows ever higher. That’s why so many organizations are turning to face-to-face sales. One of the oldest sales tactics is enjoying a new found resurgence as companies begin to recognize the opportunity in face-to-face sales.
The challenge for companies looking to launch face-to-face sales tactics is that it is one of the most difficult channels to staff and operate effectively. That’s why so many companies are turning to companies such as C4 Connections, because they have a proven record and process for running successful face-to-face campaigns.
If you are considering face-to-face sales and are looking for a partner who can help you to succeed, it’s important to carefully select that partner. Here’s a checklist of items to consider as you go through the process:
- Experience. This is probably the single most important aspect to consider. When considering partners, reach out to their past clients and references. Look at the industries they have supported in the past. Do they understand your business and your customers?
- Staffing and Training. The sales reps and sales management teams that a partner puts in place will represent your business directly with your customers. Discuss a company’s approach to recruiting and staffing. Plan to work jointly with your partner to develop a thorough training program. Better informed reps, mean better performing reps.
- The Numbers. This one’s obvious; this is after all an effort to increase sales. What kind of results have they generated for other companies? What are their expectations at each office and with each team? Set goals and then work jointly to reach them.
- Scale. Can the face-to-face team meet your needs? Do you need offices nationwide? Can the partner show they can ramp-up quickly and be where you need them to be?
If you are looking for a proven face-to-face sales partner, we would be excited to show you our process and our results. Contact us today to learn more.
Continue Reading »Success Takes Perseverance – Stories of the Famous How Failed at First
Continue Reading »Gateway 2013 Conference Scheduled for February 24th in St. Louis
C4 Connection agents and managers from across the country will descend on St. Louis, MO on February 24th for this year’s annual conference. This year’s conference will give everyone an excellent opportunity to congregate with some of the industry’s top leader to discuss innovative new strategies to unleash your success in 2013.
Some of the topics at this year’s event include: implementing creative incentive programs, secrets to effective sales meetings that produce results, and turning sales obstacles into opportunities. Look for additional information in the coming months.
Continue Reading »The 10 Greatest Sales People of All Time
Think you’ve got what it takes to succeed in door-to-door sales? Maybe you do. For inspiration the Inc. Magazine has a great feature on the 10 Greatest Salespeople of All Time. As you read the article, it’s interesting to note how many of these individuals started out in door-to-door sales. Check it out and see if you agree with their selections.
Continue Reading »An MBA that Teaches Door-to-Door Sales
Door-to-Door sales is one of the earliest sales tactics, but it’s clearly one that people can still learn from. The Acton School of Business in Austin, TX has made door-to-door sales a mandatory part of the curriculum. The school, founded by a group of entrepreneurs in 2002, offers an MBA program. Each winter, the school breaks its class of 25 students into teams for the Acton Sales Challenge. Each group has to go out and sell at least three dictionaries door-to-door as part of the competition. If the students can’t reach their quote of three dictionaries per team member, they are expelled from the program. You can read all about the program here.
Continue Reading »The 9 Best Sales Tips for Great Door-to-Door Sales Results
Over at the Sales Giant Training Web site, you find a variety of useful article and sales tips. One example is this article covering 9 great sales tips for high performing sales people. Here’s a quick overview of the list:
- Talent is a myth; effort is what makes salespeople successful.
- Attitude is the most important element in consistent sales performance.
- Start every sales conversation by asking the prospect what they need to know about your company and product.
- Dress and groom yourself exactly as you want to be perceived.
- Practice every day.
- Get comfortable with talking to yourself in the mirror.
- Be meticulous with your follow up.
- Set goals that you look at every day.
- Sometimes it’s OK to give yourself a rest.
Understanding the FTC’s Cooling-Off Rule for Door-to-Door Sales
When you make a sale at the door, the customer has the right to cancel the order within three days. This is the result of a forward thinking regulation from the Federal Trade Commission (FTC). The FTC’s cooling-off period let’s customers cancel orders for purchases of $25 or more with a full refund. You can see all the specifics on the FTC’s Facts for Consumers page.
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The Attributes That Make a Successful Door-to-Door Sales Representative
Being leaders in door-to-door sales, we can definitely tell prospective sellers one thing – door-to-door sales are tough, with a capital T. It takes hard work, practice and dedication to make it. But we also know that if you can stick it out through those difficult early days, it can also be a richly rewarding experience.
Over on Yahoo Voices, there’s a nice article on the key Qualities and Attributes of Door-to-Door Sales People. The article captures some of the key elements that make for a successful sales representative. Some key attributes:
- Overcoming Rejection – Don’t dwell on rejection, just keep putting one foot in front of the other.
- Attitude – Keeping a positive outlook and using tricks like positive affirmations is key.
- Energy – Take care of yourself, eat right, get good sleep.
- Professionalism – First impressions matter.
- Product Knowledge – You can’t sell what you don’t know.
- Perseverance – Don’t give up, learn a lesson from every encounter.
You can read the entire article here.
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