According to the latest statistics, 15 million US sales organizations spend nearly $1 trillion annually on developing their sales forces, and yet almost 75% of those employees will fail within a year of being hired. But what factors contribute to this shocking trend? Why are salespeople so overwhelmingly miserable?
In this video, Patrick Bet-David explains the most common reasons why salespeople burn out so quickly.
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1. Dependence on Leads
Many salespeople rely too heavily on company-provided leads instead of learning to hunt for their own. Succeeding in sales requires a lion mentality…but there’s a difference between being a lion cared for in a zoo and a lion forced to provide for itself in the wild. In the long run, the ability to generate your own leads is essential for sustained success, especially when market conditions shift.
2. Over-Reliance on Digital Communication
In today’s tech-driven world, it’s easy to rely on texting, emailing, or DMing clients. However, sales is about building relationships, and stronger connections are made through phone calls, video meetings, or face-to-face interactions. While digital tools can be efficient, salespeople who don’t elevate their communication risk losing clients to competitors who take the time to build deeper relationships.
3. Short-Term Mindset
Sales is a long game. Entering the field with a short-term mindset, such as “trying sales for six months,” sets people up for failure. Successful salespeople think long-term, build relationships, and are willing to follow up with prospects for years if necessary. This patience and perseverance ultimately pay off.
4. Dislike for Repetitiveness
Sales involves repetitive tasks, from making calls to overcoming objections. Many new salespeople get bored and frustrated with these routines. However, while tasks may be repetitive, each client and situation is unique, and mastering these repetitive tasks is critical for building momentum and achieving long-term success.
5. Treating Clients as a One-Night Stand
Salespeople who view clients as one-time transactions instead of building ongoing relationships quickly lose opportunities. The best salespeople follow up regularly, remember birthdays or anniversaries, and show genuine care for their clients. This approach fosters loyalty and leads to repeat business.
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6. Inconsistent Income Management
One good month of sales can lead to a financial windfall, but sales income is often inconsistent. Some salespeople make the mistake of living off their highest monthly earnings instead of budgeting based on their lowest. Planning around fluctuating income helps prevent financial stress during slow periods.
7. Lack of Quantifiable Work Ethic
Many salespeople overestimate how hard they work. True hard work in sales is measured by quantifiable activities such as calls made, appointments set, and deals closed. By tracking these metrics, salespeople can identify areas for improvement and increase their productivity.
8. Not Asking for Referrals
Referrals are a powerful source of new business, yet 91% of customers are willing to give them, while only 11% of salespeople ask for them. Proactive salespeople consistently ask satisfied clients for referrals, leveraging their existing relationships to expand their network and business.
9. Mental Weakness
Sales is tough, requiring thick skin to handle constant rejection. Salespeople who are easily discouraged by “no” or objections are unlikely to last. Developing mental resilience and maintaining a positive outlook despite setbacks is essential for long-term success in sales.
10. Not Leveraging Content Creation
Content creation can be a powerful tool for building trust and generating leads over time. Sharing stories, experiences, and industry knowledge through blogs, videos, or social media helps build a personal brand, providing value to clients and staying top of mind.
For more insights on how to succeed in sales and improve your process, check out this classic how-to from PBD.
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