Jana Technology Services Blog

September 14, 2006

Sales Reps Biggest Mistakes

Filed under: Sales and Business Development — janats @ 6:12 pm

Interesting Data from recent research breaks out a Sales Reps biggest mistakes from the viewpoint of a customer. One hundred and thirty eight customers were interviewed and the results were as follows:

Don’t follow up – 17%

Don’t listen to needs – 18%

Don’t follow companies buying process – 26%

Are pushy and aggressive – 12%

Don’t explain their solutions – 10%

Make inaccurate claims – 10%

Don’t understand the business or vertical – 4%

Act too familiar – 3%

Don’t know or respect competition – 2%

Other – 2%

In our experience not enough salesman treat sales as a vocation. It’s not good enough to just be able to “sell”. For example iff you are selling products into the Financial Services Sector then you need people who know the “space” – put another way, people who can “talk the talk and walk the walk” – who know their way around and understand the challenges faced.

Like any vocation, applied training, and adhering to a successful repeatable process has its own rewards.

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