業務失敗只有一項原因

確保銷售成功的主要責任在於業務管理！

通常，我會問三個很直接的問題，以便掌握為什麼銷售成功率這麼低：

1. 業務員是否拜訪了足夠多的客戶？
2. 業務員是否與客戶組織內有決定權的人洽談了嗎？
3. 他們是否執行了正確的業務程式？

以下是我總結出來業務發展失敗的八項理由，或許不夠完整，但是大致正確：

1. 錯誤的人在錯誤的位置，用人不對。
2. 沒有足夠的業務訓練就上場。
3.  讓業務員自己做所有的業務發展計畫。
4.  缺乏足夠的業務督導。
5. 沒有給予足夠明確的銷售動機（motivation）。
6.  沒有給予業務員適當的誘因（incentive）。
7. 未定期進行業務檢討。
8. 主管未給予充分的支持。

總結：業務主管對這些都要負責，尤其是最後一項。
業務主管，也是需要經過訓練的。

There is only one reason for business failure

Business management is the main responsibility to ensure the success of sales.

Usually, I ask three very direct questions in order to understand why the sales success rate is so low:

1. Did the salesman visit enough customers?
2. Has the salesman negotiated with the person who has the decision power in the customer organization?
3. Did they execute the correct business program?

Here are eight reasons I have summed up for the failure of business development. They may not be complete, but they are generally correct.

1. The wrong person is in the wrong place and the wrong person is employed.
2. Show up without enough business training.
3. Let the salesman make all the business development plans by himself.
4. Lack of sufficient business supervision.
5. Not giving enough clear motivation.
6. No incentive was given to the salesman.
7. Business reviews are not conducted regularly.
8. The supervisor did not give sufficient support.

Summary: Business executives are responsible for these, especially the last one.

Business executives also need to be trained.