Monday, May 16

Top 10 Sales Challenges for Sales Managers 

1. Salespeople spending too much time servicing existing clients at the expense of finding new clients.

2. Salespeople spending too much time with unqualified prospects, consequently spending too little time with qualified prospects.

3. Salespeople looking at their prospects through rose-colored glasses, often underestimating the number of prospects necessary to reach their goals.

4. Subjective opinions regarding sales opportunities resulting in inaccurate forecasts.

5. Sales cycles are too long.

6. Closing ratios are too low.

7. Sales managers having no objective method of determining who needs their help the most.

8. Sales managers having no way to determine which opportunities a sales person is having problems with and which they are not.

9. Sales managers not having a source of objective information to proactively uncover problems and therefore waiting for problems to be brought to them by their salespeople.

10. Sales managers having no way to determine if poor sales performance is due to ineffectiveness or lack of effort, or a combination of the two.

If some of these are problematic for your sales team, we should talk.

Or... you should look into some top-notch sales training for your team!

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