Ad Sales Training Nation Why Sales Teams Miss Goals, And How to Fix It
Sep 12, 2025
Discover the secrets behind sales success with a powerful 4P framework that addresses Product, People, Process, and Price. Uncover how managers often overlook key issues causing underperformance. Dive into the importance of mental health in the high-pressure sales world, advocating for balance and support. Get practical sales advice you can utilize right away to elevate your team's performance and goals.
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Four-Step Diagnostic For Missed Goals
- Ryan Dorn presents a four-step diagnostic: Product, Price, People, Process to find why sales teams miss goals.
- When all four align, teams rarely fail to hit targets and process becomes the fallback culprit.
Validate Product Ideas With Customers
- Do validate product ideas with customers before building by testing concepts in surveys and focus groups.
- Ask prospects if they would actually pay for the product to avoid building unwanted features.
Price By Market Reference, Not Guesswork
- Figure price by benchmarking market low and high points rather than asking customers directly what they'd pay.
- Avoid always undercutting; being cheapest can devalue your product and reduce sales.
