When Salespeople Fail to Sell 

by John Chapin

When a salesperson fails over the long haul, it is always a failure in activity, a failure to do the things necessary for success. But what can you do when your salespeople fail to sell?

A business owner recently told me about a salesperson who was failing to sell. After a couple of questions, it became apparent as to why. Jim was fresh out of college with no student loans, he lived at home, his parents had bought him a new car and they were also paying all his bills. The bottom line: Jim was comfortable and he had absolutely no motivation to take on the world and chase down business. That's why he selling next to nothing.

To move salespeople out of their comfort zones, it's imperative that you have strict standards and measurements of success for each salesperson, and that they are measured against these standards every 90 days. Each salesperson needs to have reasonable but challenging goals and objectives.

It's also important that you create these goals and objectives with each salesperson and you both agree that they are attainable. They should be pushed out of their comfort zone but they have to believe they can do what you're asking of them.

Each salesperson needs to be held accountable. You must hold their feet to the fire. If a salesperson does not hit their 90-day goals and objectives, you need to find out why, make the necessary changes and adjustments. Then review these with them in another 30 days to see where they're at. If they are not hitting their goals, look at their daily activity and determine the problem.

If you are the failing salesperson, here's what to do:

• Take 100 percent responsibility for your life and truly commit to your job. Let your boss know you're on board and you're going to do whatever it takes to be successful and ask for his or her help.

 

• Get disciplined, face your fears, and get comfortable being uncomfortable. You simply must get yourself to do the necessary activities whether or not you feel like it, whether or not you're comfortable.

 

• Find your motivation. Why are you at this job? What's at stake here? Why must you be successful? What are the benefits if you succeed and the disadvantages or pain if you fail? If you have powerful enough reasons WHY you have to succeed, you will.

In the end, you control your own success or failure. It has nothing to do with the economy, your parents, or that bad break in high school. At the end of the day, it comes down to you.

John Chapin is an award-winning sales speaker, trainer and coach, a number one sales rep in three industries, and the primary author of Sales Encyclopedia. For more info, visit www.completeselling.com.