What is the #1 reason why salespeople are not successful in the prospecting process?

#1 reason: Fear

Fear can be chiseled away (doesn't completely go away in all cases) by teaching tactics and strategies that cause deliberate intention and conscious action towards doing things that scare us.

I've found that it's constant action:
- setting and committing to a daily prospecting schedule,
- setting and enthusiastically monitoring goals,
- adding tactics and strategies in building blocks (also known as baby steps),
- having accountability & motivational "buddies" who help keep you on track

that eventually cause fear to subside and all of a sudden you've morphed into a revenue building sales machine!

Quick antecdote. I've been in sales or sales-related roles for 10+ years now. In my career, I've been through SPIN, miller-h Large account mgmt, Acclivus (multiple tracts) and Tas. All sterling methodologies that I'm 1000x behind and have helped build winning behaviors.

The most outbound training I've received this:
1. Dedicate the time weekly, put it on your schedule, don't waiver, blah blah blah
2. Had an old Xerox guy that had me do the index card (front of the box, call, put in back of box)

That's it. I guarantee I'm in the majority.

InsideView brought in Vorsight for our sales team and I was a tad jealous. How much more successful could i have been with a mgmt team focused on helping this skill!

I'm sure there are dozens of reasons why salespeople fail to achieve maximum results with prospecting. Here are 10 possible reasons:
1) Salespeople don't fully understand their business, or are in the wrong business.
2) They don't understand their product.
3) They don't have a defined profile of their ideal buyer.
4) They don't know know enough about their competition.
5) They lack a system that manages their call list, and don't dedicate peak times during the day to make calls.
6) They work without a defined and simplified call script.
7) They talk when they should listen.
8) When they talk they are terrible speakers.
9) When the prospect isn't interested they're crushed by the rejection.
10) Salespeople wait for the GlenGarry leads that never come.

Prospecting is like exercise (which I am a poor example!). In order for it to be profitable you have to have the following:

1. An achievable goal, purpose and objective. I want to lose 8 lbs every month over the next six months for a healthier lifestyle. I want to double the size of my funnel in 30 days so I can earn more money.

2. A specific activity plan around that goal. Every day I will do 30 mins of weight training, 30 mins of cardio and limit my daily carb intake. Every day I will make 30 cold calls to new prospects, 20 follow up calls and 10 referral agent calls.

3. A review process to measure ongoing success. I will weigh myself once a week. I will conduct an honest funnel review once a week. Adjust activity accordingly.

4. Focus on the future gain rather than the immediate pain. I will endure the soreness, forsake the ice cream and give up some TV time. I will face possible rejection or being thrown out of a building.

5. Make the time a sacred time. I will go to the gym at 7:30 no matter what other demands are facing me. I will prospect from 10:00 until 3:00 every day no matter what other issues/opportunities come up. Be the master of your time, not mastered by your time.

It really comes down to desire. If you REALLY want it, are you willing to make the necessary sacrifices to achieve it? It takes discipline, determination and passion in a way that you are willing to do what others are not.

One of the reasons why we aren't as successful as we used to be at prospecting is the changing times.

Those of us who have been around a long time (some claim too long) remember when we had to get out there and find people to sell to. Now days, it's more important to be "findable" by our prospects than "finding" prospects.

More and more often, prospects will come to you when they're ready if they know who you are and where to find you. This is why the use of social media has such a huge impact on the world of selling. It helps a salesperson be findable.

As I mentioned, this is just one reason. The more traditional forms of prospecting are still alive and well, if in decline. Many salespeople are myopic and see selling as "Sell, & Close" rather than "Find, Sell, & Close." Some don't see prospecting as part of the selling process and feel that there companies should be providing the leads (prospects).

According to sales research and my own research, the number one reason is a lack of consistent follow-up. With up to 50% of all sales leads withering on the vine so to speak, this speaks volumes as to the lack of prospecting success. How many sales people collect business cards only to have them become stacks on their desks or in their drawers?

As we all know by now, there's NO ONE REASON FOR ANYTHING -
I agree with MaryLou, FEAR plays a big role and more specifically: Fear of Rejection

Prospecting creates fear and dread for most people in sales. Why? They think that prospecting means cold calling. And 98 percent of sales people hate to cold call.

Let's turn this around. Wouldn't it be great to talk only to people who want to talk to you? Sales prospects who pave the way for you in their organizations. Work through referrals, and you will get these results. When you receive referrals, you get an introduction. There's no fear involved, no rejection occurs. You meet exactly the person you want to meet and have an amazing conversation.

Salespeople who get referrals close business at least 4 times more than with other strategies. Prospect with referrals and be successful.