- Their creative nature. . . .”Squirrel!” They get distracted
- Time Management (see #1)
- Lack of coaching (see #1 & #2)
- Lack of direction and clarity (see #3)
- Status Quo maintenance – “this is the way it has always been done”
- Self Esteem issues
- To little product knowledge
- To much product knowledge
- Lack of faith in the product
- Lack of a Sales Plan (see #4)
- Lack of Creativity and Innovation (thinking outside the box)
- Lack of new ideas (see #11)
- Lack of new prospects (see #10, 11, 12)
- Using old methods of selling
- Don’t understand the market and the new dynamics (our Generals continue to fight the last war with weapons that would be best for past battles)
- Can’t get past the gatekeeper
- The don’t trust others (so others don’t trust them)
- Don’t know how to find the decision maker
- Can’t facilitate consensus with other stakeholders
- Don’t know how to “shut up”
- Don’t know how to listen
- Don’t know how to counter “pricing” issues
- Don’t know how to create proposals that get accepted.
- They think that they could succeed if they just had better marketing stuff
- Uncomfortable speaking/connecting with “higher ups”
- Don’t know how to get the attention of prospects
- Doesn’t know which opportunities to focus on first
- They are not being held accountable
- They get paid too much
- They rely too much on tenure and their reputation
- They are not working hard enough.
Leave a Reply