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56 Reasons Revenue Collapses and What to Do About It - Obermayer

‘How to Turn Around Failing Sales’ - Ebook

56reasons-coverAuthor and publisher James Obermayer discusses 56 reasons companies fail  to reach sales forecasts and what to do about them.

The Funnel Media Group (FMG) has released an ebook entitled How to Turn Around Failing Sales: Fifty-six reasons companies fail to reach revenue forecasts and what to do about them.  The author, Funnel Media Group Publisher James W. Obermayer, draws on 20 years of experience as the principal of Sales Leakage Consulting, which is owned by FMG.  He is also the producer for the Funnel Radio Channel programming and founder of the Sales Lead Management Association, all of which are part of FMG.   The ebook, released through the Sales Lead Management Association ( a FMG company) is free, not gated and can be accessed here.

Why it’s Important:

 "Of course, there are many reasons why sales dump at mid-year.  But I have found these 56 to be the main causes of failure. Some have are easy fixes, some are things to avoid, some are long-term fixes, some cost money, and some simply require policy or rule changes and common sense. Most can have immediate impact."

James  W. Obermayer

 

This ebook is unique.  It not only lists 56 ways to turn around failing sales, but also grades each tactic with ascending dollars signs from one to five to indicate the ROI that can be expected by addressing the issue.   Offered as a PDF form, the ebook allows the reader can fill in spaces to assign a specific problem area to a named individual, with a place to enter the date by which the reader wants the issue fixed.

How to Turn Around Failing  Sales, also references books and white papers that can assist the reader.  Those referenced did not pay to be a part of the work. 

The work is divided into five sections:

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Having lost sight of our objectives, we need to redouble our efforts!

IStock_000003420564SmallHow many times, as sales slip and sales reps complain about marketing, have we heard Marketing say they will redouble their efforts? It isn’t uncommon to believe that to increase sales you should increase sales activities. But let’s back up for a moment and decide first what the objectives are before spending more money to create more leads that are often ignored in the first place.

If sales are slipping, review/do the following:

1. Is sales lead follow-up at the 60-80% level at any given time (20-40% is still in the pipeline)? ____ Yes ___ No

2.If follow-up is not happening:

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Listen While You Work: “Why Your Sales People Are Losing?" SLMA Radio Interview from Patricia Fripp

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It happens every year, salespeople are behind in quota, competitive sales that should come to you slip through your salesperson’s hands. The problem is that you very seldom know why. Host Susan Finch interviews Patricia Fripp, the woman with boundless energy and bottomless wit to get to the heart of the lost sales issue. 

 Excuse abound: 
  • Pricing is too high
  • A product isn’t good enough
  • The marketplace sucks  
  • The weather was bad on the east coast 
  • Hurricanes in the south tornadoes in the Midwest
  • And fires, floods, earthquakes  and freeway shootings in the west. 
 

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Part 3: Want to know why sales are down? The Last of the Fifty-Six Reasons for Sales Leakage!

This is the last of the sales leakage issues, at least in this grouping.  There are more, but this is enough to use as a check list.  

33. Do you know the customers buying process? How does your customer buy? What are their steps? How many "touches" do they require to be comfortable enough to sign the PO? Do your processes match their steps? Are you in sync or out of sync with their processes to buy your product?

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Part 2: Want to know why sales are down? Fifty-Six Reasons for Sales Leakage!

If you've read Part 1 you have some feeling of the sales leakage problems that stalk every company. Here we have another 16, with the last 24 to follow tomorrow.  

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16. Is there fiction between sales and marketing? It is supposed to be a team, these marketing and sales folks. If there is anger and frustration between the groups, if their goals are not the same, either get them working on the same team or fire the department heads so you can form new teams.

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