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Have you ever noticed that when you choose the Express Checkout it always seems to have either the slowest register clerk, or there’s an old lady paying who has already taken 10 minutes to find her wallet?

Today I worked with a group of salespeople from different companies and when I asked how many of them followed a formal sales process only 2 people raised their hands. That’s even worse than Objective Management Group’s statistics about sales process. The statistics show that 91% of the more than 500,000 salespeople assessed to date did not have/follow a structured sales process. And the two who did raise their hand? They claimed that their process was 20 steps! Who can remember that?

When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions:

It’s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. This post marks the 6th time that I have strongly felt the need to question an article appearing on their pages. The November 2013 issue featured an article titled Dismantling the Sales Machine.

We read about yet more school shootings, abductions, madmen dictators’ plans to rule the world, and any of the other recurring events that must be the work of pure evil. Do you get to the point where you say to yourself, “The world is going crazy!”? I do. I also think the sales world is going a bit crazy too.