Parenting is Like Sales Management!

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Challenges Faced by Sales Management

Measurement & Reporting

1. Salespeople drop a prospect right after the forecast comes out, we don’t know about it until

the next forecast

2. Can’t tell if we will meet our sales goals during the period

3. Don’t know the true sales cycle for each product

4. Difficulty assessing new salespeople

5. Can’t see the middle of the pipeline, just what is going in and coming out

Management Time

6. Don’t have enough time to travel with all the salespeople

7. Don’t have time to talk to each sales person about each prospect

8. Don’t spend sufficient time with those salespeople who need help

Management Effectiveness

9. Have no way to know about problem prospects unless alerted by salespeople

10. Learn too late about lost opportunities (too late to get in and help reverse)

11. Don’t have tools to be as proactive as I would like, find myself being mostly reactive

12. Don’t have accurate information regarding why business is being lost

13. Don’t have a system that tells me which prospects a salesperson needs help with

14. Don’t have a method to identify a salesperson’s recurring problems

Salesperson Effort

15. Unaware of intermittent lapses in salesperson’s effort

16. Difficulty assessing the effort of the salespeople

Salesperson Effectiveness

17. Can’t determine specific salesforce training needs

18. Can’t pinpoint strengths and weaknesses of individual salespeople

19. Difficulty assessing salesperson’s impact on a territory

20. Salespeople are not focusing on the best revenue opportunities

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Posted on May 4th, 2008 by Scott Hammond
Filed under: Family, Fathering, Sales