Top Ten Symptoms of an Ineffective Sales Force

Here are ten symptoms that your sales force or sales efforts  are not effective, per Ian Selbie of Power Marketing Int'l. Ian wrote a most interesting book called, "If You Were Arrested For Selling, Would There Be Enough Evidence To Convict You?" - which I found on the net over two years ago, and that began my interacting with him and his organization. The book is well worth the investment - and is a fantastic start to turning around sales challenges. Of course, the next step would be to consult with a sales coach............

Top Ten Symptoms of an Ineffective Sales Force:

1. Consistently not achieving assigned sales quotas

2. Lack of confidence calling at executive levels

3. An absence of account and / or opportunity planning

4. Poor understanding of your customer's business pain

5. Poor understanding of what the customer sees as value

6. Underestimating the competition

7. Pursuing deals blindly

8. Spending more time in the office than with customers

9. Spending more time using computer software than selling

10. Inaccurate revenue forecasting

I would add to #8, "and prospects" and I'd also add a #11 which would be, "Faliure to have a vision, mission, and goals for your sales team" - or in the words of Guy Kawasaki, at least have a "mantra" -