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MAJOR REASONS FOR

FIRING SALES PEOPLE

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FIRING OF SALES PEOPLE

Terminate or transfer

Train and provide personal goal development

Retain and provide growth opportunities

Maintain and monitor sales performance

As the old saying goes...

"If you cant change your people, then change yourpeople."

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NEGATIVE ATTITUDE

Sharp responses

Voice inflection

Gritting Teeth

Body Language

Passive Aggressive Behavior

LACK OF SALES INTEREST.

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POOR WORK HABITS

Planning Poorly

Putting Personal Life Before Work

Being Late for Meetings

Too involved in office politics

Badmouthing the company

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INABILITY TO MEET OBJECTIONS; SLOW,

UNRESPONSIVE

Sales objections are roadblocks, not dead ends

Were already working with someone else.

We have no need for or interest in this type of product. Im too busy.

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LACK OF CLOSING OF SALE

'The close of the sale is usually described as thepoint where a prospect or customer agrees to buy.

The general economy makes the buyer much morecautious about buying.

'Multiple Decisions -- Mutual Understandings.'

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LACK OF SELF CONFIDENCE

Selling can be a tough job, but it's impossible whenyou lack self-confidence.

Step 1: Preparing for Your Journey

Step 2: Setting Out

Step 3: Accelerating Towards Success

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LACK OF SELF EVALUATION

Sales revenue generated during the past

Number of units sold during the past

Number of new customers [brought in/retained] during the past

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THE FIVE KEY ASPECTS OF

SUCCESSFUL SELLING

1 - a well defined sales process

2 - sales people need to have the essential skills

3 - focus on sales people's selling activities

4 - encourage and expand sales people's belief intheir own capabilities

5 - sales leadership develops sales people'spotential

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RE INSTALLING OF SALES PEOPLE

Has this sales person received all of the necessarytraining?

Does the sales person have access to all of the

needed sales support tools? Have you done all you can do to properly motivate

and lead the sales person?

Have you talked to, and more

importantly, listened to the sales person?

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