Challenges Faced by Salespeople
Sales person Time
- Too busy to prospect
- Too busy to inform management of their activities
- Doing too much farming and not enough hunting
- Don’t know how to best allocate their time
Salesperson Effectiveness
- Don’t know when to bring in sales management help
- Spend too much time working on the unlikely opportunities
- Difficulty separating buyers from information seekers
- Don’t understand what needs to be accomplished to advance a sale
- Not prospecting enough
- Don’t effectively re-qualify throughout the sales process
- Closing ratio is too low
- Sales cycle is too long
- Don’t understand what they need to do to shorten the sales cycle
- Don’t know how to avoid steep hills and valleys of sales performance
Measurement & Reporting
- Difficulty forecasting future sales
- Unrealistic opinions of opportunity closing potential (rose colored glasses)