Challenges in Sales Management
The length of the sales cycle and difficulty closing the pipeline
were pinpointed as the biggest challenges for sales:
• 49% of sales directors felt that, although deals are closing, it takes a very long time to do so.
• 22% reporting lost pipeline as their biggest challenge.
• 49% of sales managers have had no more than two days training in the last two years.
• 82% of sales directors may not be accurately measuring the performance of the sales force.
• 60% of sales directors find that traditional training courses do not change the behaviour of the sales
force in a sustainable, long-term way.
• 96% of sales directors stating that they want their sales force to sell solutions, not products.
• Only 16% of companies use accredited coaches.
• 91% of internal coaches have been found to have had no more than 4 hours training.
|
S. No. |
Challenges
|
Solution |
|
1 |
High turnover of sales people: Loss of sales opportunities if
Sales Rep quits his job
|
Attrition in sales force can be managed without loss of
business as system having track of each and every sales
opportunities including the status of each call and could
conveniently switch responsibilities to someone else to take them
forward
|
|
2 |
No of days spent by a sales recruit to get into the sales
process.
|
Sales rep could get into the sales process day 1
|
|
3 |
Multiple approach to a prospect by different divisions/ sales
teams within the organization. Person / location specific way of
maintaining sales data
|
Multiple approach to a prospect by different divisions/ sales
teams within the organization are highlighted and controlled, as
Sales data being maintained and available centrally and as a
standard process/format across the organization
|
|
4 |
Focused and effective management of valuable leads to analyze : Lead to order conversions/ failure |
Record conversion of lead into sales call and tracks their
position in the sale. Alerts/ feedback features facilities faster
decision making /closure of deals
Enables the management to analyze the whole sales process : Suspect -> Prospect -> Follow-up -> Quotation -> Order -> Post Sales Support |
|
5 |
Sales Reports are not up-to-date : Unable to analyze the sales data as quantum of data is huge and enormous time and efforts requires in compilation and preparation of regular review papers in excel |
Real time reporting system : Employee performance can be
maintained on day to day, weekly ,monthly or yearly on a click of
mouse. The real time reports generated by the software such as
sales call report, Product Order Report, Employee Target Report,
Expense Report etc to analyze product & employee performance |
|
6 |
Facing difficulties in monitoring and reviewing day-to-day
sales & service activities
|
Creates and manages daily schedule of sales rep activities with
alerts for pending work
|
Some points to know,
• 67% of sales managers have their own individual sales target to achieve.• 49% of sales directors felt that, although deals are closing, it takes a very long time to do so.
• 22% reporting lost pipeline as their biggest challenge.
• 49% of sales managers have had no more than two days training in the last two years.
• 82% of sales directors may not be accurately measuring the performance of the sales force.
• 60% of sales directors find that traditional training courses do not change the behaviour of the sales
force in a sustainable, long-term way.
• 96% of sales directors stating that they want their sales force to sell solutions, not products.
• Only 16% of companies use accredited coaches.
• 91% of internal coaches have been found to have had no more than 4 hours training.
I genuinely admire people like you who selflessly make efforts to enrich knowledge of the general population. With that said, I would like to have your attention to the fact that Trackyu is one of the most powerful field force automation app that can be used to track sales persons. It is one of the best field force tracking software available at the best price.
ReplyDelete