7 Reasons You Are Missing Sales by Grant Cardone

Grant Cardone will show you the top seven reasons
your company is missing sales and what to do about it.

Who Is Grant Cardone?
Cardone recently turned the sales training
industry upside down by creating a new way to
deliver sales training to the salesperson’s phone,
tablet or computer, saving organizations millions
in airfares, hotel fees, rental cars and missed
production days. CardoneU.com is the #1 sales
training tool of its kind with over 19,000,000 sales
professionals served worldwide.
Grant Cardone is a New York Times bestselling author of four
business books and was ranked amongst the Top 10 Most
Influential CEO’s in the world in 2016. Cardone is the CEO of
four privately held companies with sales of $100 Million per
year. Cardone is best known as The Godfather of modern
day sales, challenging outdated approaches. He believes
most salespeople produce below their ability because the
sales process being used is outdated. Cardone has created
customer experience and customized sales training programs
for Fortune 500 companies around the world.

1.  Hiring Mistakes Pgs 4-6
2.  Disengagement Pgs 7-9
3.  No Playbook Pgs 10-11
4.  No Follow-Up Pgs 12-14
5.  No Close Pgs 15-17
6.  Time Management Pgs 18-20
7.  Failed Training Pgs 21-25
WHY 87% OF
SALES PEOPLE
MISS QUOTA?

1. HIRING MISTAKES
The biggest hiring mistake is not hiring people. The second
one is not hiring the right people, with a close third being you
hire people without understand their strengths and
weaknesses.
Hiring the wrong people people results in turnover cost of up
to $36,000 per person, missed customers and poor customer
experience. Not hiring sales people costs you millions
because lets face it, at some point it’s a numbers game. If you
want to make more sales you must continue to hire and get
the hiring right. It’s not a secret that today it is harder to find
good people more than any other time. That does NOT mean
there are no good people. Over 80% of sales organizations
surveyed suggest they quit actively recruiting because of
previous hiring decisions.
Personality assessments have proven to reduce hiring
mistakes and show you how to get the most out of new hires.
Very simple testing at the time of interview will show you what
you have in front of you. Your sales team most definitely will
be made of different personalities.
My VP of Sales is a millennial. He has been with me six years
and started at age 25. While we come from different generations
that is not the only difference. Our personalities are much
different. He is much more paced and structured than II, who is
dominant and demanding and always in a hurry.
By knowing this at time of hiring and throughout our relationship I
am able to get the most out of him and vice versa. I invested
$129 in a personality assessment so I could best know how to
work with him. While we are VERY different we know how to
work together. The cost of bad hires and turnover is estimated
between $3,500 and as high as $36,000 per person. We include
personality assessments in CardoneU.com because it improves
the organization to incorporate different personalities and is
proven to make sales people more effective with customers.
Disc Assessments, our personality assesment of choice, along
with proper training have proven to increase the production of the
sales team, reduce turnover and give management the
confidence to continue to build the team out. Remember the
number one reason for missed sales is too few sales people
calling on too few customers and personality assessments help
you recruit and manage people more effectively.
CardoneU.com 310.777.0255

Proper Personality Assessments
Increase Sales Effectiveness
1.  Recruit more confidently
2.  Manage more effectively
3.  Get a well-rounded sales force
4.  Manage generational differences
5.  Make fewer mistakes when recruiting.
6.  Show you how to properly motivate your sales team.
7.  Scale out sales team without adding salespeople.
8.  More aggressively recruit due to having the right hiring tools.
9.  Know how to provide ongoing training and support.
10.  Recruiting new people keeps existing sales team motivated
11.  Management understanding personality reduces turnover
and increases productivity.
By understanding where the individual is strongest you can better manage. DISC stands for
Driver, Influencer, Compliant, Steady and each comes with strengths and weaknesses.
Personality assessments are VITAL to getting the most out of your salespeople and sales
managers and must be considered when implementing systems, policies, pay plans and hiring.

2. DISENGAGEMENT &
DISCONNECTED EMPLOYEES
It is well documented that over 70% of all employees are
disengaged at their job. This has become a mass epidemic costing
companies billions of dollars in production. Disengagement is even
more evident and costly when considering your sales organization
and further complicated by the presence of 80 million millennials
entering the workforce.
Want to know how disengaged your people are? Ask yourself this
question, when is the last time an administrative, executive, tech,
shipping or non salesperson assisted your company in a lead or
produced a sale? Why not? Disengagement. Why would you have
75% of your company not engaged in the production of acquiring
additional sales or sales leads for the company?
One of the first things we do when working with an organization is
look for easy sales we can help the company achieve to make an
instant impact. Your sales team and other departments know
people right now who will buy your product if they were simply
contacted.
Teaching the other departments how to effectively prospect and
create leads produces engagement and results in immediate sales
at no cost to your organization.
We simply get the rest of the organization engaged in creating leads for
your company by meeting for five minutes each morning as a group
where all departments are present and we discuss the successes of the
company. This increases engagement and the only thing required is a
schedule of daily meetings so management and leadership can have a
new topic each day to keep the meeting fresh.
And your management team needs to know how to find out who your staff
knows that can use your product or service. Then teach your people how
simply reach out via mail, email or phone call.
We aren’t talking sales here, we are talking ENGAGEMENT. Why is your
entire team not engaged in producing sales? Because you are not a
sales-focused organization. I have done this simple exercise with some
of the most ferocious sales organizations in the world and proven
management had created the disconnections and disengagement.
A company I recently worked with increased their sales $20 Million by
getting all departments engaged in producing sales.

How to Resolve Disengagement
and Disconnection
1.  Daily meetings are proven to increase engagement & improve
all department interaction.
2.  Provide training and motivation to all departments and teach
skills to generate leads.
3.  All Departments assisting sales team with increased sales
improves morale of entire company.
4.  Gives ALL employees opportunity to earn bonus money by
assisting in the main purpose of the company which is the
production of revenue.
“Your entire organization should
be expected to provide prospects
for your company.” -GC

“Our companies have a combined 1500 employees
at 17 locations in three states. We used
CardoneU.com to get all departments involved in
sales leads resulting in an increase in 2% increase
in sales. That’s $20,000,000 a year.”
-JJ CEO, Ft Lauderdale.

3. SALES PEOPLE HAVE NO
PLAYBOOK
•  64% of salespeople claim they have no playbook
•  90% of salespeople have never read a book on sales
•  Sales is not an experience-sensitive profession.
•  All around natural salespeople are very rare.
•  Relationship builders have lowest overall performance amongst
sales types. (Corporate Executive Board)
•  Biggest reason for disparity in sales performance is due to
weaknesses not strengths.

Salespeople need a sales playbook.
This is a process map that manages
everything – sales content, learning
assets, sales tools, scorecards, as well
as the sales process steps, prospecting,
handling objections, scripts, motivation,
sales meetings, and even how to follow
up. Lawyers, actors, builders and
professional ball clubs all have
playbooks. Police, terrorist squads,
fireman all have playbooks to use -
what to do when. Yet 64% of all
salespeople have no playbook at all.
Even top notch salespeople need
recipes – how to’s. This playbook should
be easy to access – smart phones,
tablets and computers. This is not
something a weekend seminar or
conference, or even a book can handle.
These are quick fix situations and are
the BEST times to facilitate information
to your sales staff because it is at this
moment of ‘NEEDING HELP’ that the
person is most open to new ways of
doing things.
Throughout the day, the week, the
month and year ,certain situations come
up that challenge the salesperson’s
current set of beliefs and abilities.
Design this playbook so the information
is easy to find and categorized as
follows:
• Rejection
• Motivation
• Sales Objections
• Product Objections
• Times Objections
• Customer Assessment
• Stalls
• Money Objections
• Phone Calls
• Follow-Up
• Personality Types
• Negotiating Strategies
• Closing Strategies and Techniques
The playbook has to be dynamic,
configurable to any sales situation,
deliverable when the salesperson needs
it, on the subject they need help with,
and must be scalable so that whether
your organization consists of 5 people
or 500 people, they can all get what
they need quickly, when they need it.
What dictates the process/playbook?
Factors such as industry, deal size,
customer size, or customer buying cycle
can change the processes and tools
needed to move through a deal. Think
about it - the process map used for a
small customer may not be the same
map you should use for a corporate,
strategic customer. Whatever the factor
may be, the correct playbook needs to
be served up on demand.

4. 48% OF SALESPEOPLE
NEVER FOLLOW UP
The CRM business is an $18 Billion industry with over 82% of companies
saying they don’t effectively use their CRM. Why?
1.  48% of salespeople never follow up
2.  25% make a second contact and stop
3.  12% of salespeople only make three contacts
4.  2% of sales are made on first contact
5.  80% of all sales are made between 5th and 12th contact
6.  64% of companies admit to no follow up strategy
7.  Salespeople and managers don’t know HOW to follow up a customer.

The number of calls it Takes To reach a prospect

Solution to Ensure Sales Follow-Up
1.  Create Scripts for 365 days of
Follow-Up
2.  Short video demonstrating follow-up
strategies.
3.  Sales staff and management held
accountable for follow-up.
4.  An exact Follow-up schedule with
video prompts and ideas of how to
Follow-up and what to say
“When we started using Grant’s Follow-Up Module we increased our
sales by 32% by simply following the schedule.” Cary Glandt, President

5. NEVER ASK FOR THE ORDER
You would think this is crazy, but 72% of salespeople engaged by a customer never even
ask for the order. Crazier than that, 94% of the time a manager didn’t even take the time
to touch that customer.
A Fortune 500 company recently hired my firm to do a mystery shop exercise of their
retail businesses in the USA in order to improve the customer experience process. Less
than 22% of of the time did the sales staff present the interested shopper with a proposal
to purchase.
This results in wasted advertising dollars and a poor customer experience. The cost to
acquire a customer is outrageous today, ranging from $125 per advertised lead to as high
as $600 per customer acquired in some industries.

Solution to Presenting Increased Closes
1. Initiate 100% Proposal Policy
2. Measure each sales agent is on the 100% policy
3. Exit Survey all Customers on whether a proposal was initiated.
4. Train daily on the importance of 100% proposal Policy
5. Train salespeople how how to ask, negotiate and close
6. Simulate Role Playing to reinforce 100% Proposal Policy

“When we put our people on
CardoneU.com and embraced
the 100% proposal policy we
increased our conversions of
shoppers to buyers and our
closing ratio went up 4X.”
- Carey Glandt, CEO
100%
PROPOSAL
POLICY

6. TIME MANAGEMENT
•  82% of sales managers don’t have time to train their staff.
•  32% of time spent on desk-based work
•  14% of time spent with sales reps & customers.
•  32% of time spent on managing information.
•  23% of time spent on admin activities
•  42% of of a sales rep’s time is spent on selling activities.

TIME MANAGEMENT FACTS
•  51% of sales professionals who interact with their manager several times a
day reported their manager is effective compared to 24% who interact with
their manager only once a day.
•  According to a survey of 1500 sales managers, High Performing managers
spend 14% more time on selling activities than low-performing managers,
resulting in 100 extra hours per year.
•  High Performing managers spend 6% les time on management activities
and 11% less time on non-selling related activities.

World Class Sales Managers Spend
75% of their Time on Sales Activities
Selling Activities Non-Selling Activities
Lead / Opportunity Identification & Qualification Customer-Related Travel
Customer Relationship Building and Networking Product Training
Meeting Preparation and Call Scripting Sales Skills Training
Account Planning and Management Internal Communications and Email
Sales Calls with Customers Internal Reporting (including forecast updates)
Customer-Facing Post-Sales Activities Internal Meetings (except training)
Order Administration Activities
Your Career Development Plan
Certification Training
Other
Definition of Selling Time vs. Non-Selling Time

7. SALES TRAINING &
INCREASED SALES
The only reason to do sales training is to increase sales. There is no other reason. If
sales training is NOT getting you increased sales, it is being done incorrectly.
For 30 years I have been delivering sales training to professional salespeople, sales
managers and sales organizations around the world. When sales training is done
correctly it will immediately result in a change in production for the better.
The problem with traditional training for salespeople and managers is because it does not
get immediate results you quit investing in it. So I created a way to use modern
technology to deliver salespeople and sales managers what they want when they need it.

Sales Training is not a sales
activity and should not be
done on the job or ever take
your salespeople or managers
away from a customer
(sales-related activity).

MODERN TIMES DESERVE
MODERN SOLUTIONS
•  Create a training platform available from computer, phone or tablet
•  Daily sales meetings distributed to all employees to increase engagement
•  Provide Management training for changing sales environment
•  Must have Accountability and reporting. If you can’t measure it, it won’t work
•  Would provide scripts for:
–  Follow up
–  Phone calls
–  Objections
–  Closing
–  Employee prospecting

THE SOLUTION TO
TIRED OF MISSING SALES
For training to be effective it needs to occur daily, it needs to be
accessible and it needs to be tailored to the needs of your sales
staff. For 25 years I was paid millions to travel the world delivering
sales seminars. It was a constant frustration to see the audience
retain less than 10% of the information that they made such a
significant investment to obtain.
After years of working with sales organizations with as few as
three salespeople to as many as ten thousand, I have learned
that giving people the information that they want, when they need
it, is the only way to ensure somebody learns something. Not to
mention that with so many different personalities, and so many
different challenges for sales organizations – selling, closing,
negotiating, cold calls, follow-up, social media, leadership, time
management, the list goes on and one, you need a way to deliver
the information that fits each person and situation.
The volumes of work that one would need to study in order to
become proficient in these areas is massive and overwhelming.
And keep in mind, that less than 5% of the population reads 95%
of all the books. My point is your people are not readers and your
people don’t have time. And salespeople and sales managers
should spend 75% of their time on sales activities, not sales
training.
So traveling away from customers, investing money on planes,
trains, hotels and rental card is outdated and ridiculous.
Lets face it, there is no ROI associated with investing money on
airfares, hotels, and being gone from customers. You can’t make
sense of it, because it doesn’t make sense.
Companies are spending more money on getting there than what
they get. Over the years I have delivered over 10,000 speaking
engagements and my team of coaches have handled over 4000
days of training within the last ten years. For the last five years I
have been looking for a better way to train, educate, motivate and
coach sales people and sales managers.
A business owner once said to me, “If you could just be with my
people everyday, on every call and in every situation, I know you
could change their production forever.”
For the last 6 years I searched high and low for the best solution to
figure out how to be with sales managers and executives everyday
when they need me. I invested millions in creating the perfect
solution that would provide your salespeople access to every sales
problem and every sales challenge… for every type of sales
organization, selling any type of product or service for a fraction of
the cost of traditional training.
And unlike seminars, books and lectures, it would have to provide
full reporting, testing, role-playing, weekly live coaching and would
need to be accessed 24/7 from a desktop, smartphone, or tablet.
The result is CardoneU.com.

CARDONE UNIVERSITY
THE #1 ON DEMAND SALES TRAINING UNIVERSITY INCLUDES:
Scripts, Calls, Prompts, Video Training, Motivation, Selling, Closes
Word Track, Personality Assessments, Sales Meetings, Objections,
Follow-up, Prospecting, Selling Basics
To get access to my multi-million dollar system that has delivered over 19,000,000 lessons to students,
call 800-368-5771 or send an email to info@grantcardone.com
•  Coaching
•  Sales Meetings
•  Motivation
•  Sales training
•  Phone skills
•  Follow-up skills
•  Handling customer objections
•  Price negotiations
•  Converting leads
•  Prospecting skills
•  Customer service skills
•  Understanding today’s customer
•  Personality Assessments

Don’t Have Access to These
Solutions in Your Business?
Don’t let your sales team practice on your customers anymore.
Call us today for a 10 minute walk-through of what it would be like for
your business to be on CardoneU.com.
With over 19 million interactions and thousands of success stories, I am
so confident this will improve your business, that I am willing to give you
FREE access today.
Just call 800 368 5771 and we will get you setup immediately.

7 Reasons You Are Missing Sales by Grant Cardone

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7 Reasons You Are Missing Sales by Grant Cardone