Top Five Sales Issues Continue

Now that we are well into 2016, we can look at the top five sales issues facing businesses. Perhaps most shocking is the fact that these sales issues don’t change every year. Like 2015, 2014 and so on we find that the same things plague companies.

That doesn’t mean that there aren’t things being done to combat these sales issues. On the contrary, companies are rolling out training programs and new sales techniques are being taught. Despite the effort that is made, these top 5 sales issues never really change.

Part of the reason is that many companies still don’t realize that the issue at hand, is the commitment to a plan that will allow them to grow in a positive direction. That a well-defined sales culture will allow for a better culture and ultimately work past these sales issues. In fact, let’s take a moment to go through these top 5 sales issues and gain a deeper understanding.

1. 42% of sales representatives do not hit their quota. (CSO Insights) Let’s be honest. Missing a quota isn’t always the fault of the sales associate. Instead, these sales issues are caused by any number of problems in the pipeline. This is why you need to have a comprehensive sales solution in place that has a focus on customer selling.

Your sales team should at all times be demonstrating measurable benefits, and being proactive so they can boost revenue, generate more conversions, and achieve better lead generation. But it doesn’t end when someone becomes a customer, you also need to work on customer retention. After all, each time a customer leaves your business, it is a chance for you to be portrayed in a negative manner as they speak to their own associates.

2. With annual turnover rates on the rise, you need to figure out how to fall below the average rate of 10% of sale reps leaving their jobs. If you are rolling through a significant number of employees over the course of six months, ask yourself why your talent is leaving. Is there something you can change in the company that would retain a higher percentage?

Things like leadership, more internal opportunities, and a company that has a strong vision and drive often will win out over better compensation packages and benefits. Think about it this way, each employee you hire you are making an investment in. Make sure you work on their engagement and this can become one of those sales issues you can begin to avoid.

3. 18.75% of companies have their salespeople don’t follow the sales process in place. The truth is that a company shouldn’t worry about teaching their people to sell by teaching people to sell. Instead, consider changing the culture, and reinforce an importance for process through what you do in your office daily. Focus on the abilities of your staff and work on adopting a process that boosts the performance and engagement of your staff.

4. Just 20% of sales organizations admit that the ability to align their solutions with customers actually exceeds their expectations. The inability to align solutions with the needs of your customers is another concern. In today’s technology driven world, you need to build value for your customers and make sure you are providing solutions that they find relevant.

This means your sales team needs to look at what the customer is saying, and determine the right questions to ask to either match the customer with a product or service that will meet these needs, or to help bring to the attention of the company that there is a significant need for something new. The thing to remember is that this is one of those sales problems your organization has the ability to overcome with a little effort.

5. There is only 11% feel that they have an essential Trusted Advisor relationship with customers. Many of us hate the term vendor when we are speaking to our customers. However, the truth is that in order to become a trusted advisor, you need to make an effort to earn their trust. If a customer feels like all you are doing is selling to them and pushing them to make a sale, they won’t be as likely to believe you have their best interest at heart.

But if you listen to them and to show you understand what they are saying, they will notice. As you begin to show you have their best interest at heart, including not always pushing an upsell you know they don’t need, you can start to earn their trust. In time, they are going to turn to your company and they will seek information from you. This will mean more sales for you in the long run and the longevity will help with the foundation of selling your product.

The thing here to remember is that each of these sales problems does have a solution that can help to resolve the issue. All it takes is you having the ability to change your perspective on things and remembering that the customer is the main reason why you are here.

Gregg Swanson is a sales performance consultant and business coach and has authored several books and numerous articles on peak performance. Gregg specializes helping sales professionals develop mental strength for optimum sales performance.  You can pick-up your complementary report, “The Most Critical Step in Sales” by going HERE.