Traits of Top Salespeople

"Top salespeople are punctual: being early is on time, and being on time is late."

6 Types Of Bad Salespeople

6 Types Of Bad Salespeople

Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.

Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. Further, a salesperson who is making quota is probably not going to leave the company. Excessive turnover means that for six to eighteen months before leaving, the territory was not performing well and then the salesperson left. To make matters worse, this lack of performance is followed by weeks (and maybe months) of no coverage (or little coverage) as a replacement is found, trained, and starts to become productive.

Other organizations such as accounting or manufacturing in the company see a turnover that is under 10%. Why is selling so difficult that two to ten times as many people fail in the profession compared to any other profession? My book is designed to reduce or eliminate this problem by explaining how to be successful in the sales profession.

In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. My book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect.

Most sales strategies on the market do an excellent job of trying to teach the salesperson how to align the vision between the vendor and the customer. The overall problem with this is that just because your ‘vision’ aligns with the prospect does not necessitate that you will win the order; after all, your competitors know how to align vision as well. Hence, we must take the process to the next step; we must learn how to eliminate our competition so that the customer has little choice but to buy our solution. This strategy results in higher win rates and higher levels of profitability.

I thought this infographic summed up the bad behavior of salespeople. If you want to truly be a successful salesperson, I suggest you read my book and subscribe to this site (newsletter sign-in is on the right side of this page). You may purchase my book, Eliminate Your Competition, from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.

The above infographic evidently first appeared on RingLead’s site.

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