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Two Common Sales Pitfalls Your Organization Can Avoid

February 24, 2014

Two Common Sales Pitfalls Your Organization Can Avoid

Good salespeople can get dragged down by just a few elements that significantly impact their ability to develop relationships and close deals.

If you believe your organization has some otherwise-capable staff members who are being affected by a couple bad habits, working with them to improve overall technique and attitude can help. If a negative trait or two are widespread across your business, using a program to help develop sales effectiveness across your teams can easily be a worthwhile investment.

Inc. Magazine recently profiled some common and detrimental mistakes – in terms of attitude, tactics and practice – that salespeople can make. Being able to pinpoint and change these behaviors can significantly help your staff meet goals and your business continue its success.

Process-based problems
Issues involving some inefficient work practices may be easier to correct as they don’t involve attitude as much as task optimization and workflow. Lack of organization can cause serious issues but is also a more defined concept that is more easily fixed than a bad attitude or poor work ethic.

Organizational deficiencies can affect everything from how much work an employee completes during the day – especially important in a metrics-driven field like sales – to their overall relationships with clients. Effective research practices and follow-up calls are often negatively impacted by this problem.

A manager who sees an otherwise-beneficial staff member struggling with organization can work with that person to develop a strategy for managing their day. 

A lack of urgency is another issue that specifically causes problems for salespeople, but it is also correctable. If sales teams appear to be resting on their laurels instead of seeking out new business, instituting specific goal schemes about lead generation and fresh client attraction may help eliminate the issue.

Break the cycle
Businesses can utilize the skills of a sales consultant to develop effective corrective measures for bad habits. The use of such a service can give the problem being addressed a fresh pair of eyes for analysis, as well as gear solutions toward the unique culture and circumstances of your organization.

Communication may be one area to address. 12Most recently listed some especially prevalent conversational issues for salespeople. While a few of the issues, like avoiding technical jargon and talking too fast, can easily be recognized, others may be less obvious.

A significant way for sales staff to improve discussions with clients is to be specific instead of making generic requests or calls. Besides saving time for both parties, being direct sets an honest and respectful tone.