There are many fake reasons to lose sales. Sales leaders must be able to recognize the real reasons for their salespeople’s failure.

A high turnover rate of your sales reps is problematic. However, a low turnover rate should also be avoided. What’s the right balance to achieve and, above all, why?

Resist the urge to send out an early proposal by halting a prospect who’s trying to fast track the process. Proposing should remain at the end of the sales process, when the prospect and rep have a clear grasp of the situation.

Sales objections come in many shapes and sizes. When faced with a prospect’s “bad experience objection,” a rep should determine the cause by asking open questions and handle this objection by agreeing, and being honest and direct with the prospect.

Sales problems can limit your growth and expansion. These issues are often complex, but it is possible to address them. One thing is certain, sales organizations need to change to adapt to clients who are who are more informed and demanding than ever.