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Business leaders need to contend with countless situations and difficulties regarding their sales force. These problems are often more complicated than they seem and although there are challenges with every department, they are usually more apparent with sales departments, because the privileged position they often hold within the company.<\/p>\n
The reasons are numerous and, they tend to add up. Moreover, in addition to the \u201ctraditional\u201d sales problems that hinder performance, there is also the need to adapt to today\u2019s ever-changing sales environment.<\/p>\n
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Business leaders often find that their sales force isn\u2019t structured or consistent enough which limits their growth and expansion. Moreover, they lack visibility when it comes to future revenue.<\/p>\n
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Business executives discuss the proactivity of their sales force when reps don\u2019t take the initiative to feed the sales pipeline<\/a>. They don\u2019t make cold calls, ask clients for recommendations, etc.<\/p>\n Business leaders will often ask me questions about compensation when they see this problem. However, there can be several explanations.<\/p>\n It\u2019s important to keep in mind when talking about a lengthening sales cycles<\/a> that certain conditions in B2B sales have changed in recent years. Because of this new reality, the underlying problems have become more significant than before.<\/span><\/p>\n <\/span><\/p>\n Often, Sales Managers have been ineffective for a while and executives have tried to tackle this by themselves, without much success. <\/span><\/p>\n The issue is more complicated than it seems because the expectations of sales management are often unrealistic, or too high. While performance standards for salespeople are not high enough, the opposite is true for Sales Managers. <\/span><\/p>\n When evaluating the sales force, executives may find their Sales Managers\u2019 results surprising. It so happens that their managers do have many of the skills and abilities required to deliver results (read more on the Roles and Responsibilities of Sales Managers<\/a>).<\/span><\/p>\n What are the problems then?<\/span><\/strong><\/p>\nThe 5 Main Causes Are:<\/span><\/h4>\n
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3. Longer Sales Cycles, and Insufficient Number of Closed Deals <\/span><\/h3>\n
The 4 Main Causes Are:<\/span><\/h4>\n
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4. Inefficient Sales Managers<\/span><\/h3>\n
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