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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.
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
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
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
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
● 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
● 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
VISIT PIPELINER TO LEARN MORE