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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.

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4 greatest risks for sales management

  1. 1. 4 Greatest Risks for Sales Management
  2. 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. 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. 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. 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. 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. 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. 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

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