Symptoms:
Valentine looked at his schedule and realized he is schedule to go visit a favorite client, or maybe a prospect, or maybe even still a suspect, this week. He absolutely loved spending time with this person and company. It was so easy to get into the office and visit with all the staff in the office and then grab a few minutes with the CEO to catch up and see what’s happening in their world.
Symptoms:
Sondra worked relentlessly to hit her numbers and keep her territory on top of the rankings. Never shy about asking for business, if a sales report showed a dip in the numbers, Sondra would beat the bushes for the orders that might help push her over the goal for that quarter. Her customers believed her products were top-notch, as did other users down the distribution line. And because of this, if Sondra pushed a little at times, they often felt it wasn't too hard to accommodate her request to order early or more than planned.
Symptoms:
The sales quotas for the new year came down from the C-Suite. Hunter took one look at the email and felt sick to his stomach. This past year Hunter felt like he did as much as he could do without giving up all his personal time to his job. What more could he do to hit the 18% increase that was now expected by the bosses? Big accounts, whales, mom and pops, and all those accounts that no one else wanted helped make up his production this year. Hunter struggled to believe he could do 10% more let along a full 18%.
Symptoms:
Sadie was pumped to have a meeting with the right decision makers on her new product. They quickly agreed to her lunch and learn invitation and even let her know how excited they were about her products. They used a competitor’s products, and this was her chance to get the sale. She gathered the standard slide deck, added a few slides comparing her product to the others in the marketplace and even went as far to include delivery information. She knew this was the lunch and learn to end all lunch and learns and it would be an easy close.
Yet, when the presentation wrapped up Sadie asked if there were any questions and no one had any. They kindly thanked her and out the door she went. Later she learned the company went with their existing vendor.
Symptoms:
Carlos believes that sales success is simply a game of numbers, and his commitment to relentless
prospecting has proven him right quarter after quarter, year after year. However, all that prospecting creates problems, for Carlos often finds himself so overwhelmed by follow-ups and open opportunities
