Why Most Sales People Fail

As a salesperson, it's easy to get bogged down by all the pressure and stress that comes with the job. After all, you're responsible for meeting (and often exceeding) quotas, increasing revenue, and boosting profits. But in the midst of all this, it's important to remember that there are reasons why salespeople fail-and ways to prevent them from doing so.

One of the main reasons salespeople fail is because they're not properly motivated. If you're not feeling inspired or driven to succeed, it'll show in your work. That's why it's important to have a clear understanding of your goals and objectives, as well as a solid plan for achieving them.

• Why are you here? - Take time to fully understand not just your goals and objectives, but the rewards that come with meeting them. This will give you that "light at the end of the tunnel" to focus on when you feel overwhelmed.
• Celebrate your wins - Give yourself permission to revel in your success, you worked hard for it.

Another reason salespeople fail is because they don't have the right skill set. Sure, you might be a great salesperson, but if you're not knowledgeable about the products or services you're selling, you're not going to be very successful. That's why it's important to continuously learn and develop your skills, so that you can sell anything to anyone.

• Read, read, read - Find books, articles, blogs, etc. that offer knowledge on your trade.
• Take classes/courses - There is a virtually endless supply of classes and courses pertaining to sales, many of them free. Set aside time to continue your professional education.

Finally, another reason salespeople fail is because they get too comfortable. When you get complacent in your role, it's easy to start slacking off and making mistakes. That's why it's important to always be on your toes and ready to adapt to changes in the marketplace.

• Complacency is the kiss of death - It's all too easy to begin easing off the gas when things are going your way. As soon as you do this, your growth comes to a screeching halt.
• What have you done for me lately? - Anyone in sales is likely familiar with this question. Sure, you might have a had a great quarter, but that was LAST quarter. Your success tomorrow is predicated on your activity today.

If you want to avoid being one of the many salespeople who fail each year, make sure you're properly motivated, have the right skill set, and always stay on your toes. With these tips, you'll be well on your way to success.