What are changes are you making for 2012?

The Top 5 Obstacles Facing Business Owners & Sales Management

A past study of 2,663 sales organizations by Think Training, Nightingale Conant, and Trainique uncovered five areas that differentiate successful sales organizations from the rest.

1.    A wing-it mentality towards selling. 82% of all Business Owners said their company had a sales process that was poorly defined, wasn't being followed or no sales process at all.

2.      Lack of sales knowledge and lack of application. 42% of Business Owners and CEO's stated their sales people lacked the essential basic skills needed to produce at a rate consistent with real growth.

3.    Failing to adhere to a consistent and productive sales routine. Sales teams today lack performance standards that are conducive with growth. 90% of CEO's said their salespeople focused on low payoff activities, called on the wrong people or consistently called on the same low revenue customers.

4.      Allowing "Self Limiting Beliefs" to sabotage your efforts. 86% of Business Owners and CEO's said their salespeople had bad attitudes rooted in negative thinking or self-limiting beliefs that seriously impede their sales efforts.

5.   Ownership and Sales Management do not develop their people.