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What Stops Salespeople from Hitting their Revenue Goals?

Sales teams are the lifeblood of many businesses tasked with driving revenue and growth. However, numerous challenges can impede their ability to meet their revenue goals. From ineffective sales techniques to inadequate support and market fluctuations, salespeople face myriad obstacles in their pursuit of success.

Several factors can hinder salespeople from reaching their revenue goals:

  1. Ineffective sales techniques: Salespeople may struggle if they haven’t mastered effective sales techniques or are not adapting their approach to different customers and situations.

  2. Poor product knowledge: Salespeople must fully understand the products or services they’re selling to communicate their value to customers.

  3. Lack of training: Salespeople may need proper training and development to have the skills or knowledge needed to excel in their roles.

  4. Deficient support: Sales teams may need more support from their managers or other departments, such as marketing or customer service, making it challenging to meet their goals.

  5. Market conditions: External factors such as economic downturns, changes in consumer behavior, or increased competition can impact sales performance.

  6. Poor time management: Salespeople may struggle to prioritize their tasks effectively, leading to wasted time and missed opportunities.

  7. Lack of motivation: Sales is a demanding profession, and if salespeople aren’t motivated or passionate about what they’re selling, they may struggle to stay focused and driven.

  8. Inefficient sales processes: If the sales process is overly complex or inefficient, it can slow the sales cycle and prevent salespeople from closing deals quickly.

  9. Fear of rejection: Rejection is a standard part of sales, but some salespeople may struggle to handle it, leading to hesitation or avoidance in prospecting and closing deals.

  10. Understand they are a salesperson, not an order taker: Order takers fulfill requests, whereas sales professionals actively engage with customers, identify their needs, and provide tailored solutions. Understanding this distinction is fundamental for salespeople aiming to surpass revenue goals.

  11. Inadequate director of sales: When the director of sales lacks leadership, vision, or strategic direction, it can lead to confusion, poor decision-making, and ineffective management of the sales team, ultimately hindering their ability to achieve revenue goals.

By addressing these challenges head-on through targeted training, robust support systems, and a commitment to continuous improvement, businesses can empower their sales teams to overcome obstacles and achieve their revenue targets. Organizations can position themselves for sustained success in the competitive marketplace through strategic investment in resources and a focus on cultivating a motivated and skilled sales force.  

Meryl Snow

Owner, Feastivities Events, Philadelphia, PA and Senior Consultant, Certified Catering Consultants

With nearly 30 years in the special event and catering industry, Meryl Snow is the co-founder of Feastivities Events and the creator of The Triangle Method.  As a Senior Consultant for Certified Catering Consultants, Meryl travels throughout North America training clients in the areas of sales, marketing, design and branding to help businesses get on their own path to success.She is the author of Booked It! and Cha-CHING!

Meryl Snow

Catersource Advisory Council Member

Founder of