25 Areas of Concern in Sales Management

The insecurities of a Salesperson are easy to identify. However, the concern areas of Sales Management are less frequently discussed, yet they affect professionals in their roles and impact business outcomes :

1. Loss of business which is not accounted-recorded-identified

2. What & who exactly (in the web of Sales) secured the business - for that, which did come through

3. Veracity of data-info being given/projected

4. Actionable items to work with priority in Sales Execution

5. Influences/parameters which are not being pursued in Customer Engagement

6. Getting Salespersons to use right messages & delivering them, as needed in every opportunity

7. What is holding back your Salespersons from deploying their best

8. Getting Salesperson to take active decisions/initiatives to influence (help & facilitate) Customer decision-making at every stage

9. Engage Salespersons that are able to deliver again & again, with recurring results

10. Bringing more Prospects of similar profile as Customers who are already identified/committed

11. Build skills/capabilities in Salesperson to achieve the pricing & positioning as planned

12. Specific input on advertising/promotion effort to draw returns/efficiency

13. How to increase Sales Efficiency from the team effecting predictable plans

14. Efforts & energies which create better Customer Experience, to sustain sales velocity

15. Reviews of Sales Opportunities which can be managed to increase performance

16. Are Salespersons Selling or vending & hence, what parts of that Sales Engine can be automated

17. How to craft Customer expectation/requirement to match offerings & vice-versa

18. What would another Sales Leader do, in this place

19. View on Competitor action plans (commissioned reports & studies/websites/portals/studies dont give much!)

20. Are you getting real learnings from opportunities lost or weakened

21. What is the "quickest and easiest way to increase revenues without spending a lot" - seriously, everyone's question

22. How to build Sales rhythm which doesn’t need constant minute-level monitoring

23. Lack of visibility in all that is happening through Sales Execution despite glorified Sales systems & tools

24. Sales conviction not getting propagated or shared by everyone

25. Is there any reference to benchmark, audit, validate & if Sales is to be calibrated for desired results

Most of them are addressable and have origins in different parts of the Sales & Business Development Engine which needs to be worked through.

It is important to deal with all of them– to ensure that the Sales Engine is managed, with planned objectives.

info@SBSdimensionS.com

Sanjaya Hasthak @ SBSD-India.