Anyone who doesn’t think the sales landscape has changed over the last decade is either not paying attention—or in denial.
More competition, smarter buyers, social media, and digital access to information have completely reshaped how selling gets done.
Here are the Top 3 Sales Fails I see most often in my role as a sales trainer and consultant:
1. Doing the same thing and expecting different results
Too many companies still ask their sales teams to rely on the same mix of prospecting activities that “built the business” decades ago. But what worked then may not work now.
👉 The key is to track and challenge your prospecting efforts. See what actually works today. Most of the firms I work with are moving social selling, video, white papers, and digital marketing ahead of “old school” tactics like cold calling and door knocking.
We still recommend “making the dials”—but only after leads have been warmed up by smarter methods.
2. Chasing unqualified prospects
This isn’t a new problem, but it’s more costly than ever. If your sales cycle is dragging, your funnel looks the same every quarter, or your close rate is too low—you may not be qualifying hard enough.
At Sandler we say: “Qualify hard, sell easy.”
Define what a true qualified prospect looks like (real pain, budget, decision process, willingness to act) and stick to it. Be okay with “no” so only real opportunities move forward.
3. No formal referral process
Many companies proudly say, “Most of our business comes from referrals.” That’s great—but if you leave referrals up to chance, it’s not scalable.
You need a structured system. Whether it’s LinkedIn or another tool, make it easy for clients to refer you with minimal effort. And remember—you have to ask.
These three common “Sales Fails” can keep a business from hitting its full growth potential.
Contact us for more tips and tactics.
Chuck Terry, CEO/President
Sandler Training in Denver provides sales training, management and leadership training, and professional development for individuals and organizations. Let us know how we can help your team.
