Sales managers scratch their heads. “Right from the start, I was so sure Carl would be a top performer. I would have put money on it. But before I knew it, he crashed and burned.”
It's an old story, and one that often ends with the same words: “I wasn't cut out for sales.” Maybe. But probably not. Poor training, inadequate support, and unrealistic expectations can each play a role in disappointing results.
Even so, what causes potentially good salespeople to fail has little or nothing to do with poor sales skills. The real harm is self-inflicted. Salespeople can sabotage themselves.
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