Wouldn’t it be great if we could just find one reason why companies don’t achieve sales goals? Imagine this: you’re reviewing your team’s quarterly numbers, and they’re just not quite hitting the mark. You dig in, hoping for one clear, single reason for those missed sales targets. Wouldn’t that be fantastic? Just one culprit to tackle, one thing to adjust, and, voilà, next quarter we’d all be basking in success.
But the reality, as you probably know, is never that simple. In my experience working with technical sales teams over the years, I’ve learned that missing sales goals tends to be a multi-faceted issue—a blend of strategy, skills, mindset, and sometimes even the sales process itself. And here’s the thing: it’s usually the small, overlooked factors that add up to the real impact.
When companies aren’t achieving, one of the best plans of action is to bring in an outsider to look in with fresh eyes and pinpoint those areas to improve. With a clear, unbiased view, it becomes much easier to see what’s working well, and where to stop—or reduce—the things that are holding you back. Sometimes, when you’re on the inside, it’s difficult to spot these simple but effective changes that could make all the difference.
Now, wouldn’t it be helpful if we could break down these barriers systematically? That’s exactly what I aim to do. When I work with companies, I help to break the process into manageable pieces. By pinpointing those small but crucial adjustments—whether in communication, strategy, or even confidence—we start to see the difference.
For example, maybe the team has great technical knowledge but struggles to clearly communicate the value to clients. Or perhaps the sales strategy is solid, but the process is too complex, slowing down responses to leads. Often, I see teams with incredible products but a lack of confidence in the actual selling part. It’s never just one thing. But that’s actually good news! Because it means there’s more than one way to turn things around.
With an outsider’s perspective and a bit of focus, we can identify the adjustments that will drive the growth your team deserves. And while it would be lovely to point to a single reason for missing sales goals, the reality is much more nuanced. But the results? Far more rewarding than any quick fix.
