Why Poor Enablement Leads To Sales People Failing?
There has been much written and discussed on how sales people fail themselves. Totally agree. But then there is another side to the story.
Poor sales enablement by the company!
Yes! Sales people fail because their company fails them. It happens all the time. The only difference between when sales people fail themselves vs when sales people fail because of their company — the company rarely gets blamed.
Often times there is no revenue strategy that drives go to market plans, product, marketing and sales function.
I have seen these situations a lot around me. When it happens and it’s a crying shame.
Sales people are only part of a two part system to drive sales. Sales people are the tip of the spear, they are the executors and if they aren’t doing the right things, nothing is getting done. With that said, the company has a job too, and if they aren’t doing their job, it doesn’t matter how good sales is, ain’t nothing gonna happen.
Sales people fail because they company fails them and when the company fails them the isn’t doing some or all of these things;
- There is no solid revenue strategy and a ‘Go to Market’ plan
- The business model no longer fits the market
- Poor territory development
- Poor sales process and review mechanisms
- They don’t provide a good competitive product. In 2018, it’s all about providing business outcomes.
- They aren’t providing solid sales support (enablement)
- They don’t have a solid on boarding process
- They have unrealistic quotas
- They don’t provide adequate training
- The have horrible hiring practices
- They don’t have a sales culture through out the entire company
- They lack sales leadership
- They don’t listen to the sales people
- No lead development
- Weak sales messaging
- Lack of market understanding
- Slow product upgrades, improvements
- High prices
- Weak marketing department
- They micro manage
- No room for failure
- Too much room for failure (never make quota, and still have a job)
- Bad talent management
- No coaching
- Poor communication
- It’s political and bureaucratic
- Over zealous legal
- Unrealistic expectations
- Can’t deliver product, they can’t implement
- Crappy customer service
- Poor customer retention
- Not enough tools (salesforce automation, CRM’s, etc.)
- Don’t embrace social media
- Don’t recognize it’s 2018 NOT 2002!
This is one long list of ways sales people fail, because of their company.
It’s too easy to blame the sales person or the sales team for falling revenue, for poor sales results, but before we do, we need to take a good long look at the company. Is it providing the sales team with what it needs to crush it? Often times, the answer is no.
It’s time companies become accountable for sales success and failure as much as the sales individuals.
How does your company stack up?
If you want a top-notch sales organization, hire top-notch sales people AND then give them everything they need to be successful, which starts with avoiding EVERYTHING on this list.
Yes, companies CAN be the reason sales people fail.