Lack of training as a reason for failure to achieve sales plan

[subornaakter20]

Failure of the organization's management to understand the need for continuous professional development of employees is one of the reasons why the sales plan is not implemented. Below are six main reasons for the failure to implement the sales program, which can be found in many enterprises.

Wrong priorities.

Competent employees do not come from saudi arabia mobile numbers the market, they are created by the employer himself. Unfortunately, most entrepreneurs do not pay attention to this. Sometimes low sales and lack of demand for goods depend on the literacy of the employee, especially the one who works directly with clients. Managers do not want to teach and motivate their staff, but when the economic downturn begins, they first begin to get rid of unprofitable employees, relying on the fact that they do not fulfill the sales plan.

The main mistake of the manager here is in false priorities. Arguments such as "no time/money for staff training", "I don't see the point in spending this, there are more important tasks" are an extremely serious mistake. The manager of one company was asked: "You constantly train employees, invest in them. Aren't you afraid that if you train them, they will leave?" The answer was: "I'm afraid of something else - that if I don't train, they will stay." This approach can be called correct and effective.

It is possible to correct such a mistake by analyzing the manager's work. Often, during interviews and when hiring, we rely on a resume and personal impression, but in reality, it is only possible to evaluate a person's capabilities after some time. Organize a training center at the enterprise, the purpose of which is to improve the competence of employees. It will be possible to evaluate the result of this innovation through increased profits, fulfillment of the sales plan, increased demand for products by customers, and other indicators.


Lack of systemicity.

A common situation: employee training begins at the moment when sales are falling and expenses exceed income. As soon as the situation normalizes, the process of improving qualifications stops. And this situation is repeated every cycle. Ultimately, managers refer to the fact that personnel training is pointless, its results are visible only for a short period of time and it is too expensive.

The problem is that training is not a one-time action on demand. Advanced training must be continuous, systematic, and effective. The reason for failure to meet the sales plan may therefore be the lack of consistency.

This situation can be corrected by conducting regular employee training. A competent manager will start from the number of employees in the company. If there are only 3-5 people, then it will be enough to organize courses once every 2-3 weeks. If the staff consists of more than 20 employees, then divide them into groups and train 2-3 times a week. The sales department needs a special systematic training if you want to achieve the desired result.

If everything is going well in the company, sales and profits are growing, then this is not a reason to forget about professional development. One of the companies made a request: "Everything is fine in the company, but we need to train managers." When they asked what the problem was, they heard in response: "That's the problem, there is no problem, and this is alarming." This position can be called the approach of a competent specialist. Remember: in order to avoid problems with sales, it is necessary to constantly keep the team in good shape and not give in to weakness.


There is no one responsible.

Training should be properly structured. You should not give employees the opportunity to deal with this issue on their own, because such training will not bear fruit. First of all, appoint a person responsible who will control the process and be able to report on the result. If no one is responsible for the scope of sales, no one monitors, will it bring profit? Definitely not. It will only create additional reasons for failure to fulfill the sales plan.

The manager of one of the companies outlined a situation where the same employee tried himself in different positions: sales, selection of managers, procurement. But he was able to reveal his potential in sales training. Based on this, it is necessary to appoint a competent employee as the head of the training center, who can really teach something and share his experience with others. If there is no such person at the enterprise, then first send the most suitable employee in your opinion for training. In the future, he will be able to independently select training programs, report on the results and continue to improve his skills.