This white paper on the Sales Lead Management Association website, year after year, is one of the most popular works published on the site.
The following are 56 reasons I have found why companies fail. Of course, there could be hundreds of faults, but I have found these 56 to be the main causes of most failures. Some have immediate 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.
‘How to Turn Around Failing Sales’ -White Paper
Author and publisher James Obermayer nails the 56 reasons companies fail to reach sales forecasts and what to do about it.
The Funnel Media Group (FMG) has released a white paper 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.
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 sales 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 an 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:
- Sales and Management Problems
- Marketing Management Fixes
- C-Level Management Challenges
- Incentive Compensation and Quota Failures
- Hiring the Right People: Training and Testing
White Paper Title: How to Turn Around Falling Sales
Subhead: 56 Reasons companies fail to reach revenue forecasts and what to do about them.
Length: 25 pages including photos and illustrations.
Links to other information: Nine
Summary: This is a list of reasons why sales fail to make forecast from the experience of the author. It is a fast, easy read that strikes at the heart of sales issues faced by most B2B companies at one time or another in their sales year.
- Sales Management
- Marketing Management
About the Author: James Obermayer is the president and publisher of the Funnel Media Group. He is a four-time B2B book author and founder of the Sales Lead Management Association.
About the Funnel Media Group: The Funnel Media Group (FMG) owns the Funnel Radio Channel, Sales Lead Management Association and Sales Leakage Consulting. The Sales Lead Management Association (SLMA), founded in 2007, has 6,900 worldwide members. The Funnel Radio Channel (FRC) publishes live streaming internet radio programs (and follow-on podcasts) for at-work listeners.