- Salespeople spending too much time servicing
existing clients at the expense of finding new clients.
- Salespeople spending too much time with unqualified
prospects, consequently spending too little time with qualified
prospects.
- Salespeople looking at their prospects through
rose-colored glasses, often underestimating the number of prospects
necessary to reach their goals.
- Subjective opinions regarding sales opportunities
resulting in inaccurate forecasts.
- Sales cycles are too long.
- Closing ratios are too low.
- Sales managers having no objective method
of determining who needs their help the most.
- Sales managers having no way to determine
which opportunities a sales person is having problems with and
which they are not.
- Sales managers not having a source of objective
information to proactively uncover problems and therefore waiting
for problems to be brought to them by their salespeople.
- Sales managers having
no way to determine if poor sales performance is due to ineffectiveness
or lack of effort, or a combination of the two.
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