Sales Process - Top 10 Reasons Why Sales are Lost

Posted by Dave Kurlan on Mon, Jan 14, 2013 @ 13:01 PM

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:

  1. The salesperson did not have an effective sales process.
  2. The salesperson did not follow the sales process.
  3. The salesperson was not coached on this opportunity in the context of the sales process.
  4. The salesperson was not held accountable to applying the sales process
  5. The salesperson did not use a CRM which was orientated toward the sales process.
  6. The CRM application did not include the sales process.
  7. The CRM application did not require the criteria for each stage of the sales process to be met prior to moving to the next step.
  8. The sales process lacked criteria for each stage.
  9. The steps for the sales process were improperly sequenced.
  10. There was no CRM application.

I've written many articles about sales process over the years, but despite my articles and others like them, I've not observed a significant shift in company emphasis on sales process.  According to Objective Management Group's statistics from evaluating salespeople in 8,500 companies, 91% of salespeople still don't have or follow a formal, customized sales process.

We spend hours developing, customizing and optimizing sales processes for each of our clients prior to drumming it into them for months on end, but the same can't be said for most companies.

Would you like to know where you stand on sales process?  Try this free tool - The Sales Process Grader.

[Update - After this article was published Jonathan Farrington, CEO of, interviewed me on this topic for Sales Talk Hardball.  You can hear the short interview here.]

Topics: Dave Kurlan, sales process, sales management, Sales Coaching

Subscribe via Email

View All 2,000 Articles published by Dave

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Sales & Marketing Hall of Fame Inductee


Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver

Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers



Hubspot Top 25 Blogs