|
|
* Why do you think your sales people perform below expectations?
* Why do they not fulfill the potential you saw when you first hired them?
|
|
* Mediocre sales performance can usually be traced to one or more of the following:
- Skill deficiency: some sales people genuinely don’t know how to sell
- Fear: certain fears cause them to avoid sales situations by wasting time in other activities
- Lack of successfull behaviors: they do not do enough of the right things on a consistent basis
- Lack of expectations: they may not know exactly what you expect from them
* When you address these, you fix more than 90% of your sales challenges
|
|
