7 Secrets of Effective Parents—Conference Speech
November 2, 2008 by Scott Hammond
Filed under podcast
Parenting is Like Sales Management!
May 4, 2008 by Scott Hammond
Filed under Family, Fathering, Sales
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