There is Always a Reason

Thoroughly understand sales impediments and develop plans to avoid or resolve them.

If there were no impediments to sales, every qualified prospect would become a customer, and the company’s market share would quickly reach 100%.  Obviously, this is never the case and never will be the case.  So, some real or imagined impediments will occur that will result in a less-than-perfect sales track record.  The key to improving that track record is to capture and thoroughly understand what the impediments are and what can be done to remove or counteract them.