Most salespeople don’t reach their ultimate level of success for one or more of the following three reasons:

1. They’re not that good.

2. They don’t sell effectively.

3. There are issues (delivery, quality, pricing, competition, etc.) outside of their sphere of influence that get in the way of their selling.

I have yet to meet a salesperson that thought the first or second possibilities were the reason, but that’s probably true for ninety percent of them. Yet even the ten percent who are truly sales masters don’t even know how good they can really be. (more…)