25 Areas of Concern in Sales Management
It is easy to characterize the insecurities of Salesperson.. lesser discussed are that of Sales Management which beset professionals in their work & businesses in results :
Loss of business which is not accounted/recorded/identified
What & who exactly secured the business, that which did come through
Veracity of data-info being given/projected
Actionable items to work with priority in Sales Execution
Influences/parameters which are not being pursued in Customer Engagement
Getting Salespersons to use right messages & delivering them as needed in every opportunity
What is holding back your Salespersons from deploying their best
Getting Salesperson to take active decisions/initiatives to influence Customer decision-making
Engage Salespersons that are able to deliver again & again, with recurring results
Bringing more Prospects of similar profile as Customers who are already identified/committed
Build skills/capabilities in Salesperson to achieve the pricing & positioning as planned
Specific input on advertising/promotion effort to draw returns/efficiency
How to increase Sales Efficiency from the team to predictable plans
Efforts & energies which create better Customer Experience to sustain sales velocity
Reviews of Sales Opportunities which can be managed to increase performance
Are Salespersons Selling or vending & what parts of that Sales Engine can be automated
How to craft Customer expectation/requirement to match offerings & vice-versa
What would another Sales Leader do, in this place
View on Competitor action plan (reports/websites/portals/studies dont give much!)
Are you getting real learnings from opportunities lost or weakened
What is the "quickest and easiest way to increase revenues without spending a lot" - seriously everyone's question
Building the Sales rhythm which doesn’t need constant minute monitoring
Lack of visibility in all that is happening through Sales Execution despite Sales systems & tools
Sales conviction not getting propagated or shared by everyone
Is there any reference to benchmark, audit, validate & can Sales be calibrated to desired results
Most of them are addressable and have origins in a different scope which needs to be accomplished as part of business development.
It is important to deal with all of them– to ensure that Sales Engine is managed, with planned objectives.
(Sanjaya Hasthak)