SlideShare una empresa de Scribd logo
1 de 8
Descargar para leer sin conexión
4 Greatest Risks
for Sales Management
Sales management is a tough business.
But as with anything, once you gain some stable principles, it
does become easier. Here are four primary risks for sales
management—and how they might be addressed.
#1: Salespeople Reporting False
or Misleading Information to
Sales Management
Salesperson can be over-optimistic about a sales
cycle and its eventual result. A competent sales
manager should spot such undue optimism, account
for it and take it in stride.
The problem comes when a salesperson completely
lies—for example, saying there’s a good opportunity
being developed where none at all exists. It’s the kind
of thing that acts as a hidden and very unwelcome
land mine for sales management. Tolerance for such
as this should be minimal to none.
#2: Salespeople Not Reporting
Crucial Information
This is different from #1 above—the salesperson isn’t
lying, he or she is just not entering pertinent data into
CRM or bringing it up in meetings. When encountered
you need to get this fixed fast, because with every
occurrence you as a sales manager are flying blind.
The problem might be a difficult or complex CRM
application which weighs down a salesperson with
administrative tasks without providing any assistance
in return for their sales efforts.
#3: Sales Reps Short on
Sales Skills
As a sales manager, you must undoubtedly be
monitoring strengths and weaknesses of your
sales reps. You will then be coaching them on
their weaker points, and/or weighing options to
place them in specific positions to fully exploit
their strengths. Effective sales training should
be a prime focus of every sales manager.
#4: No Reliable Automatic Way
to Track Sales
Every sales manager has a unique methods with which
to track sales. Traditionally a combination of available
data from CRM, and verbal and/or written reports from
sales reps. But the most important aspect to it is: How
reliable is it?
A leading-edge CRM solution allows you to take into
account all the vital information regarding any sale: it’s
probability rating based on past sales performance, risk
assessment, profitability, the rep’s closing ratio and
other pertinent factors.
As you can see, addressing each of these risks boils
down to the right CRM solution. If you don’t currently
have it, it may be time to switch.
Some pertinent statistics:
● 55% of the people making their living in sales don’t have
the right skills
to be successful.
● Continuous training gives 50% higher net sales per
employee.
● The average company spends $10K - $15K hiring an
individual and only $2K a year in sales training.
● It takes 10 months or more for a new sales rep to be fully
productive.
● The average company loses between 10% and 30% of its
customers each year.
● 50% of sales time is wasted on unproductive prospecting.
Pipeliner CRM is tool that
support sales teams and
managers with their activities
and help them to provide
better service to
their clients.
VISIT PIPELINER TO LEARN MORE

Más contenido relacionado

La actualidad más candente

Key Account frameworks
Key Account frameworks Key Account frameworks
Key Account frameworks DemandFarm
 
Karl campbell selling
Karl campbell sellingKarl campbell selling
Karl campbell sellingKing_Stretch
 
Tactical Key Account Growth
Tactical Key Account GrowthTactical Key Account Growth
Tactical Key Account GrowthJermaine Edwards
 
Digital Agency Account Management Overview
Digital Agency Account Management OverviewDigital Agency Account Management Overview
Digital Agency Account Management OverviewCandace Newton
 
Sales Management Pain Points: Account Management
Sales Management Pain Points: Account ManagementSales Management Pain Points: Account Management
Sales Management Pain Points: Account ManagementPipeliner CRM
 
SBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
SBE Australia x Gather 'n' Grow: Benefits of CRM For StartupsSBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
SBE Australia x Gather 'n' Grow: Benefits of CRM For StartupsAlyssa Yap
 
Account planning frameworks
Account planning frameworks Account planning frameworks
Account planning frameworks DemandFarm
 
Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference Jodie Vickerstaff
 
Alex Turner - #FlipMyFunnel - Aligning Sales and Marketing Teams Through Acco...
Alex Turner - #FlipMyFunnel - Aligning Sales and Marketing Teams Through Acco...Alex Turner - #FlipMyFunnel - Aligning Sales and Marketing Teams Through Acco...
Alex Turner - #FlipMyFunnel - Aligning Sales and Marketing Teams Through Acco...#FlipMyFunnel
 
Coaction Insight Flyer (1)
Coaction Insight Flyer (1)Coaction Insight Flyer (1)
Coaction Insight Flyer (1)Dean Miller
 
How to Kick Start Channel Sales Growth in 3 Simple Steps
How to Kick Start Channel Sales Growth in 3 Simple Steps How to Kick Start Channel Sales Growth in 3 Simple Steps
How to Kick Start Channel Sales Growth in 3 Simple Steps Incentive Solutions
 
7 Critical Sales Techniques You Need in 2018
7 Critical Sales Techniques You Need in 2018 7 Critical Sales Techniques You Need in 2018
7 Critical Sales Techniques You Need in 2018 Bhawani Srivastava
 
Getting Real: Growth, Sales & Metrics
Getting Real: Growth, Sales & MetricsGetting Real: Growth, Sales & Metrics
Getting Real: Growth, Sales & MetricsHoward Gray
 
Sangram Vajre - What The Heck is #FlipMyFunnel?
Sangram Vajre - What The Heck is #FlipMyFunnel?Sangram Vajre - What The Heck is #FlipMyFunnel?
Sangram Vajre - What The Heck is #FlipMyFunnel?#FlipMyFunnel
 
Jim Williams - #FlipMyFunnel - Flip Your Funnel
Jim Williams - #FlipMyFunnel - Flip Your FunnelJim Williams - #FlipMyFunnel - Flip Your Funnel
Jim Williams - #FlipMyFunnel - Flip Your Funnel#FlipMyFunnel
 
Sales reports every sales manager should be reviewing
Sales reports every sales manager should be reviewingSales reports every sales manager should be reviewing
Sales reports every sales manager should be reviewingMyLMS Inc.
 
Power series seven habits 2019
Power series seven habits 2019Power series seven habits 2019
Power series seven habits 2019Richard Mulvey
 
14_top_sales_leaders_reveal_their_most_essential_sales_metrics
14_top_sales_leaders_reveal_their_most_essential_sales_metrics14_top_sales_leaders_reveal_their_most_essential_sales_metrics
14_top_sales_leaders_reveal_their_most_essential_sales_metricsJaime Muirhead SVP Sales, RingLead
 

La actualidad más candente (20)

Key Account frameworks
Key Account frameworks Key Account frameworks
Key Account frameworks
 
Karl campbell selling
Karl campbell sellingKarl campbell selling
Karl campbell selling
 
Tactical Key Account Growth
Tactical Key Account GrowthTactical Key Account Growth
Tactical Key Account Growth
 
Digital Agency Account Management Overview
Digital Agency Account Management OverviewDigital Agency Account Management Overview
Digital Agency Account Management Overview
 
Sales Management Pain Points: Account Management
Sales Management Pain Points: Account ManagementSales Management Pain Points: Account Management
Sales Management Pain Points: Account Management
 
SBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
SBE Australia x Gather 'n' Grow: Benefits of CRM For StartupsSBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
SBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
 
Account planning frameworks
Account planning frameworks Account planning frameworks
Account planning frameworks
 
Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference Music Education: Management and Innovation Conference
Music Education: Management and Innovation Conference
 
Alex Turner - #FlipMyFunnel - Aligning Sales and Marketing Teams Through Acco...
Alex Turner - #FlipMyFunnel - Aligning Sales and Marketing Teams Through Acco...Alex Turner - #FlipMyFunnel - Aligning Sales and Marketing Teams Through Acco...
Alex Turner - #FlipMyFunnel - Aligning Sales and Marketing Teams Through Acco...
 
Coaction Insight Flyer (1)
Coaction Insight Flyer (1)Coaction Insight Flyer (1)
Coaction Insight Flyer (1)
 
How to Kick Start Channel Sales Growth in 3 Simple Steps
How to Kick Start Channel Sales Growth in 3 Simple Steps How to Kick Start Channel Sales Growth in 3 Simple Steps
How to Kick Start Channel Sales Growth in 3 Simple Steps
 
7 Critical Sales Techniques You Need in 2018
7 Critical Sales Techniques You Need in 2018 7 Critical Sales Techniques You Need in 2018
7 Critical Sales Techniques You Need in 2018
 
Getting Real: Growth, Sales & Metrics
Getting Real: Growth, Sales & MetricsGetting Real: Growth, Sales & Metrics
Getting Real: Growth, Sales & Metrics
 
KAM STRATEGY
KAM STRATEGYKAM STRATEGY
KAM STRATEGY
 
Sangram Vajre - What The Heck is #FlipMyFunnel?
Sangram Vajre - What The Heck is #FlipMyFunnel?Sangram Vajre - What The Heck is #FlipMyFunnel?
Sangram Vajre - What The Heck is #FlipMyFunnel?
 
Jim Williams - #FlipMyFunnel - Flip Your Funnel
Jim Williams - #FlipMyFunnel - Flip Your FunnelJim Williams - #FlipMyFunnel - Flip Your Funnel
Jim Williams - #FlipMyFunnel - Flip Your Funnel
 
10 Sins of Enterprise Sales
10 Sins of Enterprise Sales10 Sins of Enterprise Sales
10 Sins of Enterprise Sales
 
Sales reports every sales manager should be reviewing
Sales reports every sales manager should be reviewingSales reports every sales manager should be reviewing
Sales reports every sales manager should be reviewing
 
Power series seven habits 2019
Power series seven habits 2019Power series seven habits 2019
Power series seven habits 2019
 
14_top_sales_leaders_reveal_their_most_essential_sales_metrics
14_top_sales_leaders_reveal_their_most_essential_sales_metrics14_top_sales_leaders_reveal_their_most_essential_sales_metrics
14_top_sales_leaders_reveal_their_most_essential_sales_metrics
 

Similar a 4 greatest risks for sales management

5 Secrets To Record Breaking Sales
5 Secrets To Record Breaking Sales5 Secrets To Record Breaking Sales
5 Secrets To Record Breaking SalesLakesia Wright
 
Chapter 5. The Professional Sales Manager.
Chapter 5. The Professional Sales Manager.Chapter 5. The Professional Sales Manager.
Chapter 5. The Professional Sales Manager.Zenaida Albarasin
 
The_Sales_and_Marketing_Bridge_to_boost_sales_-_TMH_Consulting_White_Paper
The_Sales_and_Marketing_Bridge_to_boost_sales_-_TMH_Consulting_White_PaperThe_Sales_and_Marketing_Bridge_to_boost_sales_-_TMH_Consulting_White_Paper
The_Sales_and_Marketing_Bridge_to_boost_sales_-_TMH_Consulting_White_PaperThomas Michael Hogg
 
Everything about Sales Management.pdf
Everything about Sales Management.pdfEverything about Sales Management.pdf
Everything about Sales Management.pdfDailyMarketingFacts
 
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-MachineSales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-MachineTara Crawford
 
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-MachineSales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-MachineTaylor Miller
 
20 reasons why you should have a sales pipeline process
20 reasons why you should have a sales pipeline process20 reasons why you should have a sales pipeline process
20 reasons why you should have a sales pipeline processGary Perkins
 
Three common mistakes in sales that may be costing you dear customers
Three common mistakes in sales that may be costing you dear customersThree common mistakes in sales that may be costing you dear customers
Three common mistakes in sales that may be costing you dear customersVikram3859
 
Top 12 tips for driving consistent sales growth
Top 12 tips for driving consistent sales growthTop 12 tips for driving consistent sales growth
Top 12 tips for driving consistent sales growthIBG-World
 
Ssm lecture-12 & 13 (managing the sales force)
Ssm lecture-12 & 13 (managing the sales force)Ssm lecture-12 & 13 (managing the sales force)
Ssm lecture-12 & 13 (managing the sales force)Revisiting Strategy
 
20 top sales_leaders_reveal_their_biggest_productivity_secrets
20 top sales_leaders_reveal_their_biggest_productivity_secrets20 top sales_leaders_reveal_their_biggest_productivity_secrets
20 top sales_leaders_reveal_their_biggest_productivity_secretsMiguel Spencer
 
Team Based Sales Approach Concept Whitepaper Linkedin (1)
Team Based Sales Approach Concept Whitepaper Linkedin (1)Team Based Sales Approach Concept Whitepaper Linkedin (1)
Team Based Sales Approach Concept Whitepaper Linkedin (1)Brent Pritchard
 
insidesales.com-15-time-wasters
insidesales.com-15-time-wastersinsidesales.com-15-time-wasters
insidesales.com-15-time-wastersAaron Braria
 
How to select a Supervisor from the Sales Team
How to select a Supervisor from the Sales TeamHow to select a Supervisor from the Sales Team
How to select a Supervisor from the Sales TeamSewells MSXI
 
Sales have never been easy without sales tracking app
Sales have never been easy without sales tracking appSales have never been easy without sales tracking app
Sales have never been easy without sales tracking appSalesBabuCRM
 
5 Key Measurements Critical To CRM Success
5 Key Measurements Critical To CRM Success5 Key Measurements Critical To CRM Success
5 Key Measurements Critical To CRM SuccessRalph Paglia
 

Similar a 4 greatest risks for sales management (20)

5 Secrets To Record Breaking Sales
5 Secrets To Record Breaking Sales5 Secrets To Record Breaking Sales
5 Secrets To Record Breaking Sales
 
Chapter 5. The Professional Sales Manager.
Chapter 5. The Professional Sales Manager.Chapter 5. The Professional Sales Manager.
Chapter 5. The Professional Sales Manager.
 
The_Sales_and_Marketing_Bridge_to_boost_sales_-_TMH_Consulting_White_Paper
The_Sales_and_Marketing_Bridge_to_boost_sales_-_TMH_Consulting_White_PaperThe_Sales_and_Marketing_Bridge_to_boost_sales_-_TMH_Consulting_White_Paper
The_Sales_and_Marketing_Bridge_to_boost_sales_-_TMH_Consulting_White_Paper
 
Everything about Sales Management.pdf
Everything about Sales Management.pdfEverything about Sales Management.pdf
Everything about Sales Management.pdf
 
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-MachineSales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
 
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-MachineSales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
Sales-Leaders-Guide-to-Building-a-Revenue-Generating-Machine
 
20 reasons why you should have a sales pipeline process
20 reasons why you should have a sales pipeline process20 reasons why you should have a sales pipeline process
20 reasons why you should have a sales pipeline process
 
Three common mistakes in sales that may be costing you dear customers
Three common mistakes in sales that may be costing you dear customersThree common mistakes in sales that may be costing you dear customers
Three common mistakes in sales that may be costing you dear customers
 
The Critical Importance of the CEO playing a Role in Business Development
The Critical Importance of the CEO playing a Role in Business DevelopmentThe Critical Importance of the CEO playing a Role in Business Development
The Critical Importance of the CEO playing a Role in Business Development
 
Top 12 tips for driving consistent sales growth
Top 12 tips for driving consistent sales growthTop 12 tips for driving consistent sales growth
Top 12 tips for driving consistent sales growth
 
Ssm lecture-12 & 13 (managing the sales force)
Ssm lecture-12 & 13 (managing the sales force)Ssm lecture-12 & 13 (managing the sales force)
Ssm lecture-12 & 13 (managing the sales force)
 
20 top sales_leaders_reveal_their_biggest_productivity_secrets
20 top sales_leaders_reveal_their_biggest_productivity_secrets20 top sales_leaders_reveal_their_biggest_productivity_secrets
20 top sales_leaders_reveal_their_biggest_productivity_secrets
 
Team Based Sales Approach Concept Whitepaper Linkedin (1)
Team Based Sales Approach Concept Whitepaper Linkedin (1)Team Based Sales Approach Concept Whitepaper Linkedin (1)
Team Based Sales Approach Concept Whitepaper Linkedin (1)
 
About Seven Consultoria
About Seven ConsultoriaAbout Seven Consultoria
About Seven Consultoria
 
Sales management
Sales managementSales management
Sales management
 
insidesales.com-15-time-wasters
insidesales.com-15-time-wastersinsidesales.com-15-time-wasters
insidesales.com-15-time-wasters
 
How to select a Supervisor from the Sales Team
How to select a Supervisor from the Sales TeamHow to select a Supervisor from the Sales Team
How to select a Supervisor from the Sales Team
 
The roles
The rolesThe roles
The roles
 
Sales have never been easy without sales tracking app
Sales have never been easy without sales tracking appSales have never been easy without sales tracking app
Sales have never been easy without sales tracking app
 
5 Key Measurements Critical To CRM Success
5 Key Measurements Critical To CRM Success5 Key Measurements Critical To CRM Success
5 Key Measurements Critical To CRM Success
 

Más de Pipeliner CRM

How your positive attitude can win you sales presentation
How your positive attitude can win you sales presentationHow your positive attitude can win you sales presentation
How your positive attitude can win you sales presentationPipeliner CRM
 
5 Attributes & Best Practices of Key Account Management
5 Attributes & Best Practices of Key Account Management5 Attributes & Best Practices of Key Account Management
5 Attributes & Best Practices of Key Account ManagementPipeliner CRM
 
What is Key Account Management?
What is Key Account Management?What is Key Account Management?
What is Key Account Management?Pipeliner CRM
 
50 Benefits of Pipeliner CRM
50 Benefits of Pipeliner CRM50 Benefits of Pipeliner CRM
50 Benefits of Pipeliner CRMPipeliner CRM
 
Power Tips to Start Your Day from Top Business Experts
Power Tips to Start Your Day from Top Business ExpertsPower Tips to Start Your Day from Top Business Experts
Power Tips to Start Your Day from Top Business ExpertsPipeliner CRM
 
Pipeline Management: Success with CRM
Pipeline Management: Success with CRMPipeline Management: Success with CRM
Pipeline Management: Success with CRMPipeliner CRM
 
Sales Management Pain Points: For the Future, Sales Management Requires Virtues
Sales Management Pain Points: For the Future, Sales Management Requires VirtuesSales Management Pain Points: For the Future, Sales Management Requires Virtues
Sales Management Pain Points: For the Future, Sales Management Requires VirtuesPipeliner CRM
 
Pipeliner Manifesto: Sales R(E)volution
Pipeliner Manifesto: Sales R(E)volutionPipeliner Manifesto: Sales R(E)volution
Pipeliner Manifesto: Sales R(E)volutionPipeliner CRM
 
Pipeliner Manifesto – Introduction
Pipeliner Manifesto – IntroductionPipeliner Manifesto – Introduction
Pipeliner Manifesto – IntroductionPipeliner CRM
 
10 Simple Social Selling Rules
10 Simple Social Selling Rules10 Simple Social Selling Rules
10 Simple Social Selling RulesPipeliner CRM
 
Importing Opportunities & Leads
Importing Opportunities & LeadsImporting Opportunities & Leads
Importing Opportunities & LeadsPipeliner CRM
 
Importing Accounts & Contacts
Importing Accounts & ContactsImporting Accounts & Contacts
Importing Accounts & ContactsPipeliner CRM
 
Administration & Setup
Administration & SetupAdministration & Setup
Administration & SetupPipeliner CRM
 
Opportunity Management
Opportunity ManagementOpportunity Management
Opportunity ManagementPipeliner CRM
 
Stand Out From the Herd - A Sales Professional's Self-Assessment Tool
Stand Out From the Herd  - A Sales Professional's Self-Assessment ToolStand Out From the Herd  - A Sales Professional's Self-Assessment Tool
Stand Out From the Herd - A Sales Professional's Self-Assessment ToolPipeliner CRM
 
Sales: The Power of Prioritization
Sales: The Power of PrioritizationSales: The Power of Prioritization
Sales: The Power of PrioritizationPipeliner CRM
 
Scalable Sales Process - Explained
Scalable Sales Process - ExplainedScalable Sales Process - Explained
Scalable Sales Process - ExplainedPipeliner CRM
 

Más de Pipeliner CRM (19)

How your positive attitude can win you sales presentation
How your positive attitude can win you sales presentationHow your positive attitude can win you sales presentation
How your positive attitude can win you sales presentation
 
5 Attributes & Best Practices of Key Account Management
5 Attributes & Best Practices of Key Account Management5 Attributes & Best Practices of Key Account Management
5 Attributes & Best Practices of Key Account Management
 
What is Key Account Management?
What is Key Account Management?What is Key Account Management?
What is Key Account Management?
 
50 Benefits of Pipeliner CRM
50 Benefits of Pipeliner CRM50 Benefits of Pipeliner CRM
50 Benefits of Pipeliner CRM
 
Power Tips to Start Your Day from Top Business Experts
Power Tips to Start Your Day from Top Business ExpertsPower Tips to Start Your Day from Top Business Experts
Power Tips to Start Your Day from Top Business Experts
 
Pipeline Management: Success with CRM
Pipeline Management: Success with CRMPipeline Management: Success with CRM
Pipeline Management: Success with CRM
 
Sales Management Pain Points: For the Future, Sales Management Requires Virtues
Sales Management Pain Points: For the Future, Sales Management Requires VirtuesSales Management Pain Points: For the Future, Sales Management Requires Virtues
Sales Management Pain Points: For the Future, Sales Management Requires Virtues
 
Pipeliner Manifesto: Sales R(E)volution
Pipeliner Manifesto: Sales R(E)volutionPipeliner Manifesto: Sales R(E)volution
Pipeliner Manifesto: Sales R(E)volution
 
Pipeliner Manifesto – Introduction
Pipeliner Manifesto – IntroductionPipeliner Manifesto – Introduction
Pipeliner Manifesto – Introduction
 
10 Simple Social Selling Rules
10 Simple Social Selling Rules10 Simple Social Selling Rules
10 Simple Social Selling Rules
 
Importing Opportunities & Leads
Importing Opportunities & LeadsImporting Opportunities & Leads
Importing Opportunities & Leads
 
Importing Accounts & Contacts
Importing Accounts & ContactsImporting Accounts & Contacts
Importing Accounts & Contacts
 
Administration & Setup
Administration & SetupAdministration & Setup
Administration & Setup
 
Opportunity Management
Opportunity ManagementOpportunity Management
Opportunity Management
 
Lead Management
Lead ManagementLead Management
Lead Management
 
Getting Started
Getting StartedGetting Started
Getting Started
 
Stand Out From the Herd - A Sales Professional's Self-Assessment Tool
Stand Out From the Herd  - A Sales Professional's Self-Assessment ToolStand Out From the Herd  - A Sales Professional's Self-Assessment Tool
Stand Out From the Herd - A Sales Professional's Self-Assessment Tool
 
Sales: The Power of Prioritization
Sales: The Power of PrioritizationSales: The Power of Prioritization
Sales: The Power of Prioritization
 
Scalable Sales Process - Explained
Scalable Sales Process - ExplainedScalable Sales Process - Explained
Scalable Sales Process - Explained
 

4 greatest risks for sales management

  • 1. 4 Greatest Risks for Sales Management
  • 2. Sales management is a tough business. But as with anything, once you gain some stable principles, it does become easier. Here are four primary risks for sales management—and how they might be addressed.
  • 3. #1: Salespeople Reporting False or Misleading Information to Sales Management Salesperson can be over-optimistic about a sales cycle and its eventual result. A competent sales manager should spot such undue optimism, account for it and take it in stride. The problem comes when a salesperson completely lies—for example, saying there’s a good opportunity being developed where none at all exists. It’s the kind of thing that acts as a hidden and very unwelcome land mine for sales management. Tolerance for such as this should be minimal to none.
  • 4. #2: Salespeople Not Reporting Crucial Information This is different from #1 above—the salesperson isn’t lying, he or she is just not entering pertinent data into CRM or bringing it up in meetings. When encountered you need to get this fixed fast, because with every occurrence you as a sales manager are flying blind. The problem might be a difficult or complex CRM application which weighs down a salesperson with administrative tasks without providing any assistance in return for their sales efforts.
  • 5. #3: Sales Reps Short on Sales Skills As a sales manager, you must undoubtedly be monitoring strengths and weaknesses of your sales reps. You will then be coaching them on their weaker points, and/or weighing options to place them in specific positions to fully exploit their strengths. Effective sales training should be a prime focus of every sales manager.
  • 6. #4: No Reliable Automatic Way to Track Sales Every sales manager has a unique methods with which to track sales. Traditionally a combination of available data from CRM, and verbal and/or written reports from sales reps. But the most important aspect to it is: How reliable is it? A leading-edge CRM solution allows you to take into account all the vital information regarding any sale: it’s probability rating based on past sales performance, risk assessment, profitability, the rep’s closing ratio and other pertinent factors.
  • 7. As you can see, addressing each of these risks boils down to the right CRM solution. If you don’t currently have it, it may be time to switch. Some pertinent statistics: ● 55% of the people making their living in sales don’t have the right skills to be successful. ● Continuous training gives 50% higher net sales per employee. ● The average company spends $10K - $15K hiring an individual and only $2K a year in sales training. ● It takes 10 months or more for a new sales rep to be fully productive. ● The average company loses between 10% and 30% of its customers each year. ● 50% of sales time is wasted on unproductive prospecting.
  • 8. Pipeliner CRM is tool that support sales teams and managers with their activities and help them to provide better service to their clients. VISIT PIPELINER TO LEARN MORE