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10 Reasons your sales effort is complacent
by Peter Rathmann on June 14th, 2013

Do any of these sound familiar to you?

1.       You do not have regular sales meetings.
2.       A member of your team quit and you have no CRM to access account information.
3.       You spend less than 60% of your time with customers.
4.       20% of your selling efforts accounts for 80% of your sales.
5.       You recently lost sales because you did nothing.
6.       Your sales cycle is longer than last year.
7.       Your customers are buying less.
8.       Less than 25% of your sales come from new customers.
9.       You have seen less than 4 customers and prospects in the last week.
10.   You do not subscribe to any sales blogs or read any books to learn and integrate best practices that work for other companies.....especially your competition!

If more than 3 of these reflect your organization’s selling function, you may want to consider making some changes to your selling processes, changes to your structure, changes to your compensation plan, and investing in some training.

Posted in Business Strategy, Opportunity Conversion, Opportunity Generation, Sales Coaching, Sales Conversion, Sales Engineering, Sales Metrics, Sales Process Engineering, Selling Skills, Strategic Planning    Tagged with Sales Management, New Sales, Sales Coaching, New Business, New Customers, Increased Sales, Why sales people fail, Selling Skills


Bill King - June 20th, 2013 at 10:23 PM
This is a great quick assessment of your selling function.
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