As you know, it's a dog eat dog world particularly in the world of sales. If you don't hit your sales target, you can't expect to succeed or last long. So, for those of you that are struggling, here's the real reason and what you can do about it.
You're qualifying process needs work
Marketing would have sent you a ton of leads. If you're qualifying them all out immediately, you aren't qualifying your leads successfully. Contrary to popular opinion, marketing doesn't just send you random leads to contact. Every lead has responded to their marketing before they've passed them on to you.
But leads are still human beings that will generally avoid a sales pitch at whatever cost. Hence, why you might think they aren't a qualified lead. You can change this attitude by not throwing a sales pitch at them the minute marketing pass them over to you and taking a more open-ended conversation approach. Or use lead scoring. With this method, you can track how often and what pages your leads are looking at on your website and wait until they've shown buying intent before getting in contact.
Your target is unrealistic
Targets always aim to push you to new heights, but sometimes they can be a little unrealistic. Whether you are working with bad data, having a lull due to school holidays or trying to overachieve before your product is ready for your pitch, you need to set realistic (yet ambitious) expectations. Speak with your manager about what trends you are seeing in your pipeline and you'll be able to adjust accordingly.
You're making excuses
You're probably sitting there going, nope, that's not me, I don't make excuses. I hate to tell you, but I'm betting you've used one of these 12 excuses at one time or another. If you want to be successful, you need to learn how to overcome any sales objection. The most successful salespeople find solutions. Remember, prospects are more likely to buy your business if you solve a problem for them rather than just enhance their current solution. Find their pain point no matter what!
You just need to improve your closing technique
So you've had a great conversation and left the sales call buzzing at the thought of another sale. They never reply to any emails, won't pick up the phone and go silent on you. Don't worry, all you need to do is change the way you close. Quiet leads can be re-won over if you close them correctly.