10 biggest sales training mistakes and how to avoid 3 of 10

3. Companies Don’t Focus On The Fundamentals of Sales Success

We define the fundamentals of sales success as basically the process of FILLING AND FLUSHING.

• Filling the pipeline through PROSPECTING
• Flushing the pipeline through CLOSING

These are the “blocking and tackling” of sales. If a salesperson focuses on these two areas consistently…they will be successful.

Unfortunately, many organisations like to feel that their people are “beyond” these fundamentals. We will hear them say, “Look, we hire experienced, professional people…they should know this stuff by now. We’re interested in more advanced ideas and concepts.”

Thus, they will avoid focusing regularly on these fundamentals of sales success…until there’s a problem.

It’s funny how when there is a serious problem with the results a sales staff is creating, we rarely hear a manager say, “I think our problem is that our people aren’t using enough advanced ideas and concepts!”

Instead, what do we hear? It’s almost always, “I think we need to return to the fundamentals.” Or, “We just aren’t making enough calls.” Or, “These guys just aren’t asking for the order.”

Inadequate filling and flushing of the sales pipeline is at the core of 99% of all sales problems.

The answer here is simple – don’t be seduced into thinking that your people need to hear a more sophisticated message than the fundamentals of success.

If/when you are ready for some sales training that delivers those fundamentals, call me on 0412 921 292.

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