Why Do SALES People Fail? Secrets for High Success In Selling!


- The article discusses various reasons why Sales could fail and provides solutions or ways to mitigate or solve these issues to scale sales.
- The article discusses topics like Lack of Proper Training, Poor Time Management, Fear of Rejection, Misalignment With Buyer Needs, Weak Follow-Up, Lack of Clarity on Role or Goals, Burnout, and Motivation Loss, and how they contribute to Sales loss.
- You learn about various ways and methods, and through learning, you can increase your sales and reduce sales failure. So also to help you in this process, we have a solution which also helps you in adaptive sales or profiling the customer better and increases sales by at least by 30%.

- The reason why salespeople fail is a very important matter as apparently sales appear to be a very direct way of selling a product solution or service. Sales failure can happen due to multiple reasons & it could be a combination of a basic lack of positive psychology of selling maybe the strategy to sell is missing or maybe organizational alignment of product or service is missing. So all these could cause of failure in Sales. The most common reason that salespeople fail or are not able to sell is that they do not know how to turn their failures into success! This is the core cause.

- So sales are not as simply talking about a product or a solution. It means listening to the customer interactively and then adapting to the customer and trying to understand the customer’s needs better. So a lot of people or salespeople get into the sales field with energy but without proper training in areas of need. For example objection handling or how to do consultative selling like act like a Sales consultant or even the product knowledge is lacking in many cases. One with good selling-related knowledge can sell much better.
- So salespeople who are not good at the fundamentals often have a tough time converting leads into clients even if they have good talents. That is they are optimistic, perseverant & enthusiastic but certain basics skill are needed. So basic needs for sale to happen is starting with prospect qualification; which qualifies the prospects who could buy the product or services. Then comes the positioning of the product for proper sales and objection handling. Objections are the doubts in the customer’s mind so also deal-closing strategies have to be there on the table. If proper skills are not there the results are not consistent. So the knowledge gaps can lead to low confidence and less performance. Plus it could lead to missed opportunities especially if one is dealing with buyers who already know things or are naturally skeptical.
- So overall what happens is that a poorly trained salesperson begins to develop bad habits to cover up for the gaps he has in his skills. He may try more hard to sell or may not be reading the buyer signals well. Which can damage perception and the long-term relationship. It can also harm the brand perception. So organizations or companies who try to invest in continuous sales enablement and coaching make the teams that perform well and with higher efficiency and returns. This approach helps to control extra outages of money and ultimately get good revenues in return.
- Solution: So the next question is what is the workaround for the situation which we discussed above? Now very clearly training is very important and structured onboarding programs for the salespeople would help them to come to a certain level. So also role-playing simulating sales, or doing deeper case studies would help the sales representatives to do things better. It all helps to develop more effective sales behaviors or higher-performance sales behavior we can say.

- So time management is one of the core things where the salesperson has to put his or her energy. One needs to avoid or not put any energy on not-so-well revenue-generating tasks or chasing leads who are not so well qualified. So as a result, efficient follow-ups can lead to better sales. The pipeline organization helps to deliver better as compared to competitors.
- So many of the salespeople fall into the Trap of being busy rather than being productive! So always being busy and being less productive, one needs to avoid. So a proper time management strategy is needed to not waste time on admin-related work or leads that are not that good or not well qualified. Plus, keep a tab on not-so-productive meetings. As then they have very little time to focus for focus sales. So this lack of priority could lead to less speed of convergence in sales matters, hence lesser revenue.
- So it creates a big vicious cycle that if the salesperson cannot manage the schedules well, they tend to be more reactive instead of being strategic. This would naturally result in missing on the follow-up or late response, and so also not so consistent buyer experience. So in this context, proper time management can reduce stress and increase sales effectiveness. Stress we know can impair basic decision-making in the mind and hence the results, so it needs proper management.
- Solution: Now what the way out is to implement time blocking! That is blocking certain time slots for doing certain kinds of activities, which are important, like reading sales news, etc. CRM could also be used to set up reminders and follows, and the repeat tasks would be automated. So this helps the time & energy of the salesperson to focus on high-priority or better ROI( return on investment) activities only.

- So the next cause for not being able to do sales is the fear of rejection which many sales representatives have in themselves. Enthusiasm and the momentum of the sales representative are the keys to winning the sales. But if they feel down due to fear of rejection, they cannot win. So this fear could lead to reluctance to talk to customers or pick up the phone and maybe reduced energy in follow-ups.
- So one of the fears of rejection is a high-priority fear in the case of Sales, which immobilizes the emotions of the salesperson. They do not want to hear the word “no” so this could lead to reduced leads or the salesperson may not go after leads or may avoid calls and naturally the pipeline for more Sales gets reduced.
- So what happens when there is a fear of rejection the salesperson to protect herself could go for low impact task or say go for research! In this process, he may be maybe convincing himself that he is preparing to do better. But here the basic idea is to avoid confrontation or facing that fear of rejection. So in this situation, more training is needed to handle rejection, and encouragement is needed else the salesperson can get into a loop of Self-fulfilling prophecy and may not try to face failures and solve them squarely.
- Solution: So one of the ways to solve this problem is that one has to look at rejection as a rejection & not as a failure. So also encouragement for better resilience and celebration of small successes is needed. Especially when the deals are closed the success of the same has to be celebrated and that helps to build up confidence.

- So many times this misalignment with the bare needs of basic sales, the salesperson needs to adapt to the needs of the customer and adjust to the buying styles. Yet many Salespeople rely on a closed-form formula to sell to the customer or get pushy in the process- this may not help sales. This kind of lack of empathy for the customer reduces the trust very fast.
- So many people salespeople try to Pitch for products instead of solving the actual Sales problem that the customer is facing! So this scripted approach instead of listening to the buyer is not good for success. A more flexible approach to trying to interact with the customer and his needs helps more. So in this situation, there is a clear gap that is created between what is offered and what is needed. Naturally, there is less trust there and fewer sales are possible here. So in the process the buyer feels misunderstood or pressured; so he tries to quickly disengage.
- So generally this misalignment is due to a lack of market research or knowledge about what the customer really needs. So also poor communication skills have an important impact in regard to the salesperson. The sales representatives have to be trained to identify the real pain points of the customer ask Smart questions and then Tailor the solutions in accordance. This adaptability is needed; otherwise, even a great product cannot be converted. So the product or the solution has to resonate with the customer’s needs and emotions.
- Solution: So one of the solutions for a workaround to this problem is that the salesperson has to be taught to listen to the buyer and connect personally with the buyer. They may also need tools like a buyer personality evaluator so that they can tailor their approach for better sales. We have in fact also created such a tool that can help your sales by at least 30%. One can try for FREE at the end of this article. So the Sales representatives have to be trained to do adaptive selling & customize their pitch based on whatever the buyer’s situation is.

- Now basically one of the core points of deals failing is that the proper follow-up is missing. Generally, 44% of the sales representatives give up after the first follow-up; but most of the deals close after 5 to 7 connections.
- So basically what is happening is that many salespeople contact a prospect once. But if nothing happens then move on with an assumption that there is a disinterest in the customers. However, the research has shown that most conversions happened after 5 to 7 connections or interactions. Lack of follow-ups means leaving the money on the table,
- So, not-so-consistent results without proper follow-ups give a wrong message to the prospect. It signals a lot of disorganization or lack of discipline at the salesperson or the company’s end. CRM tools could be used to set up reminders and so also templates would be used to maintain Momentum. A good follow-up shows good professionalism and builds deeper connections and values. Significantly approves the closure rates.
- Solution: So CRM tools should be used to schedule follow-ups and create email or voice mail templates to hasten the process of sales. Systematic or organized perseverance helps and beats random enthusiasm.

- So lack of clarity phrase is a prime role holder in Sales failures. So also the salesperson has to be clear about the metrics of what he has to do to make him successful. Plus clarity on the territory he covers and what the kind of ideal customer profile he should look for. If there is ambiguity it creates inefficiency and lowers accountability.
- The salespeople or people in general need a proper structure or a map; where the goals are well defined & the Territories are also defined well with the responsibilities & KPIS. This helps them to perform well. So if a sales representative doesn’t know what success is. Or say how much sales means success, how to prioritize effort, or where the accountability lies. How could the salesperson channel this energy? This confusion could create inertia, frustration & obviously a lack of proper sales.
- So managers many times assume that the goals are very clear to the salesperson when they are not! So regular checking and with very clear dashboards which are much needed to be aligned with the marketing & sales. The Sales person should know that what I am doing is right and what will get better results. So there needs to be a basic map. Drifting from this alignment can lead to low performance even if the capability of the salesperson is high.
- Solution: The best way to handle this is to have clear KPIs and an update on territories to the Sales Person has to be there. Plus one has to define the target persona. Weekly o ones with managers help to improve the focus and remove the roadblocks for the salespeople.

- So being burnt out or motivation loss is one of the problems in sales & it’s a high-pressure career which needs long hours of work and one has to deal with rejections as well. So also quotas to be delivered by default can lead to more stress. So a proper incentive or support has to be there even high perfumers feel burnt out many times.
- So as we discussed sales are mentally & physically very taxing. If one faces continuous rejection or the pressure to meet the basic quota and one is working for long hours it can pull down even the most ambitious and optimistic person. So Burnt Out results are a reduction in enthusiasm or optimism in activity levels are lower and even disengagement with the basic sales activity can happen. This one has to be handled with yoga and Pranayama to manage all this well.
- So motivation as perceived is just money, but that is not true. The motivation includes getting proper recognition and the direction and purpose for growth. Companies have to nurture their Sales representative with positive cultures and goals that are achievable and with proper career advancement to increase morale and increase turnover or sales. Continuous motivation is very important in the sales process.
- Solution: So one of the fixes is to identify even small Wins by the salesperson and encourage him or her for this. One has to provide mentorship to people with whom we work and promote a work-life balance to increase serotonin levels or say optimism. So for selling better incentives have to be there and not just money flows or increases. Salary. It is like giving recognition for career growth and more flexibility in performance.

- Now in contrast to what we perceive as failure, it isn’t a flaw in the personality. One has to look at the fundamentals that could cause the failures. It could be a gap in the training of the salesperson. For instance, goals that are not clear to the salesperson & he doesn’t know which way to go or there is laid back time management or there is a lot of fear of rejection. So all these challenges had to be handled. So the best ways to increase the development and the salesperson continuously so that the effectiveness increases and the salesperson has better adaptability. Failures have to be used as learning points for the future.
- So when the salesperson is equipped with the right kind of tools and coaching ability or gets proper coaching for sales. Plus additionally has clarity; then success comes than random outcomes.

- TRY SALES Enhancer for FREE Now!!!

