1. They don’t hear “yes” often enough.
2. They don’t hear “no” often enough.
When you talk to salespeople all time as I do, it’s easy to see the biggest problem with many proposals is that they seem to fall into a black hole, an abyss, where salespeople don’t hear either "yes" or "no." That’s a problem.
It’s better to hear “no” than nothing. As a result, salespeople feed pending information to their managers each week, which includes proposals still hanging out there, and sales managers continue to miss their projections with faulty data. Experience shows that each week that goes by between presentation and getting an answer, the chance of closing a proposal goes down. In fact, the closing percentage on proposals over 30 days old is usually less than 10%, far less than what the salespeople are projecting. The reality is a no answer is usually a “no” answer.
So, how can salespeople avoid having their proposals drop off the face of the planet, never to be heard about again? Here are some steps that should be useful: