Knowing why sales decrease can provide a starting point for improvement.

Top Reasons Why A Small Business Loses Sales

MBA Secrets -- What they teach you in graduate school - -

1. Mature market. No or little growth in this market to expand sales.
2. Competitive intrusion. An aggressive competitor is capturing marketshare and customers.
3. Proliferation of business ventures: Too many new endeavors at the expense of the primary business that generated all the income in the first place.
4. Customer service or production problems: Customers are dissatisfied with aspects of a company’s customer service. Quotes take too long; communications are poor; frequent production errors; missed shipping deadlines; inability to satisfy customer.
5. Marketplace Change: Customer wants/needs have changed and the company does not perceive these changes and are unable to provide new customer wants/needs. This includes the economy.
6. Sales marketing deficiency: There is an inability to generate new customers and retain current customers. Management may be having difficulty directing and supporting sales and customer service personnel to facilitate increased sales. This is often indicative of reactionary management with no definitive plans to establish norms to measure ongoing results.
7. Leadership: Managers, in an effort to improve sales and company performance, are unable to identify underlying causes of business issues, motivate personnel to adapt to change and provide meaningful direction. Employees and supervisors pursue well-intended projects that do little to improve operations, profitability and employee productivity.
8. Lost Entrepreneurial Vigor: Attributes which made the company successful are lacking.
9. Inadequate Business Plan: Without a viable business plan the following may occur:

	Sales goals not achieved because of inaccurate market potential or poor prospect pursuit due to inadequate planning and strategy formulation. Sales goals and targets are established arbitrarily without consideration of real market factors.
	No common company direction: The company has not identified whom it is/what it wants to be. Therefore the company cannot communicate effectively the niche it serves and how the company benefits the customer.
	Budgets are missed because calculations were arbitrary without analysis to determine real-word marketing and operational criteria.
	Sales and customer service personnel are not trained and equipped to competitively capture new business and retain customers.

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