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Top 10: Outside Sales teams weak points

October 6, 2007

If you’ve been managing sales people for any length of time you will recognize the most frequently sited weaknesses of the majority of sales people you hire. These are true no matter how long a sales person has been selling.

  • 1. Don’t network enough, don’t like it  or don’t know how (prospecting)
  • 2. Don’t ask the right questions (preferably open ended)
  • 3. Not good at Listening
  • 4. Don’t prepare
  • 5. Don’t develop an account strategy
  • 6. Don’t ask for the order
  • 7. Don’t address the client at his/her level
  • 8. Poor time management skills
  • 9. Don’t properly forecast
  • 10. Don’t pay attention to the details

2 Comments leave one →
  1. October 20, 2007 6:53 pm

    The one that salespeople miss the most is preparation. Salespeople will walk into a sales call and not research the name of the person they will be talking to nor will they research the company. Get lead >> make sales call. I doubt whether there are any stats on this but I think this is true.Better preparation will probably lead to a 10-20% increase in close rates. Good list by the way.

  2. April 22, 2009 7:00 am

    I follow your blog for a long time and should tell you that your posts always prove to be of a high value and quality for readers.

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