Are You Making These Sales Management Mistakes and not getting results?

Do your sales managers have a solid grasp on how to kick-start your sales team?

Your sales staff is underperforming and you feel like you’re at your wit’s end.

Although you’ve assembled the best possible team of marketers, it seems that no matter what they do, they can’t even come close to getting you the kind of results you’re looking for. So what went wrong?

There are several reasons why it’s important to pay attention…….

  • You may not be attracting a channel-appropriate number of leads
  • Your pipeline could be clogged due to a leaky qualification process
  • Your lead scoring process might be a little off
  • There could be some performance issues with your CRM and So on….

In this blog post, we’ll take a look at some of the common sales management mistakes, and offer some tips on how to avoid them.

Not having goals and objectives

Not having a plan

Not setting timelines

Failing to measure progress

Not communicating with sales teams

Not rewarding good sales behavior

Directing sales people instead of empowering them

Let’s break them down in detail….

  • Not Setting Clear Goals

    Not setting achievable goals is one of the most common sales management mistakes.

    Without goals, it’s difficult to measure progress and determine whether your strategies are working. Setting too small goals also creates a sense of discouragement and can lead to ineffective action.

    A good goal should be specific, measurable, achievable, relevant to your company’s mission, and time-bound. Gino Wickman’s bestselling book, Tracton suggests having a 10-Year Target for your business.

  • Not Setting Up Sales Goals

    Failure to set sales goals can also lead to confusion among sales staff and may cause them to lose motivation.

    There are a few common mistakes that people make when setting sales goals.

    First, they may not be specific enough. Instead of saying “sell 10 units of product X by the end of the month”, a goal might be “sell three units of product X by the end of the month”. A more specific goal allows for better measurement and makes it easier to track progress.

    Another mistake people make is setting unrealistic goals. If a goal is too ambitious, it will be difficult to achieve and employees may become demoralized. It’s best to set goals that are within reach but still challenging.

    It’s also important to establish a timeframe for achieving the goal.

    Let your employees know when the goal should be met and give them enough time to work towards it. This way, they know what their expected performance looks like and they aren’t left wondering if they are meeting expectations.

  • Poor Communication

    Poor communication is one of the most common sales management mistakes. Not only does it make your team ineffective, but it can also lead to misunderstandings and conflict. If you want to keep your team on track and your relationships healthy, make sure you’re always communicating effectively.

    Here are some tips for improving your communication skills:

    • Make a list. Before any conversation, make a list of the key points you want to cover. This way, everything is preplanned and there are no surprises. It also helps keep your conversations concise and organized.
    • Be clear. When speaking to someone, be as clear as possible. Avoid using ambiguous language or making assumptions. This will help avoid confusion and frustration on both sides.
    • Be sincere. When communicating with others, always aim to be sincere. This will show that you care about the relationship and are willing to work towards a resolution.
    • Avoid criticism/judgment. When communicating with others, try not to criticize or judgmentally speak about them or their actions. This will only cause tension and conflict. Instead, offer constructive feedback that will help them improve their performance in the future.
    • Be consistent. When communicating with others, be as consistent as possible. This will help ensure that everyone understands the same message and has the same expectations.
  • Focusing on Wrong Metrics

    A lot of times, sales managers focus too much on short-term results rather than long-term objectives. This can lead to making decisions based on vanity metrics instead of true business goals.
    Try to set measurable goals for your team, and track progress against those goals to ensure that you’re heading in the right direction.

    Here are four metrics that should be on your radar:

    • Sales Volume This is obviously the most important metric, as it indicates how well the team is doing overall. However, beware of chasing short-term wins at the expense of longer-term success.Achieving a high sales volume over a short period of time doesn’t necessarily signify that the company is making progress toward its goals. Instead, focus on strategies that will help you achieve sustainable growth over the long term.
    • Average Sale Price This statistic measures how much money per sale your team is making. It’s important to remember that this figure doesn’t reflect customer satisfaction or loyalty – it only reflects the value of the product or service being sold.In order to improve your average sale price, you need to focus on improving your product or service quality while also increasing customer awareness and engagement.
    • Customer Lifetime Value (CLV) CLV is calculated by dividing a customer’s total revenue generated by their lifetime customer value. It’s a great way to measure the overall impact that your customers have on your business.The key to achieving high CLV is to focus on retaining and growing your customer base, while also providing them with valuable services and products.
    • Net Promoter Score (NPS) NPS is a metric that gauges how likely people are to recommend your company to their friends and family. It’s important to remember that a high.NPS score doesn’t necessarily mean that your team is doing a great job – it only reflects the positive attitude of your current customers.To increase your NPS score, you need to focus on creating delightful customer experiences, while also measuring the effectiveness of your marketing campaigns.
  • Not Automating Your Sales Process

    If you’re not automating the process of building your product and the subsequent tasks related to it, you might be at risk of making a mistake that could put your company or product on the back foot resulting in lost revenue.

    Automation can help streamline tasks thereby enhancing efficiency in the process.

    A scalable Sales CRM like DialDesk will also improve the way that you manage prospects and customers throughout their life cycle so as to make sales and retention stronger and easier.

  • Not Training Your Sales Team

    If salespeople are not trained, they are not going to be successful. Salespeople also need to know how to communicate with customers about their needs and how the product meets those needs. This will help them to better understand the sales process and how to build strong sales relationships and close deals.

    To train your sales team, it is important to design an effective sales process. This will help them to better understand the sales process and how to build strong sales relationships and close deals.

    The sales process contains all of the steps that a salesperson must take in order to sell a product. These steps include: researching the product, identifying the customer’s needs, and creating a selling strategy.

    Without a proper sales process, your team will not be able to sell products successfully.

    A good sales process should also be designed to help your team overcome any obstacles that they may face when selling products.

    This includes developing effective selling techniques, working with other departments within your company, and staying organized. Without a well-designed sales process, your team will not be able to sell products effectively.

  • Not Monitoring Sales Performance

    Sales managers should review basic metrics such as sales pipeline length, deals closed, and average deal size to get a snapshot of where their team is currently performing.

    Additionally, they should also track customer satisfaction levels and review customers feedback to see if there are any areas of improvement that need to be made.

    By monitoring these metrics regularly, sales managers can identify any trends or changes that may need to be made and act accordingly.

  • Failing to Reward Employees

    Another mistake sales management can make is not rewarding employees for their hard work.

    This can be done in a number of ways, such as giving employees bonuses, awarding them with company-sponsored contests or prizes, or simply thanking them for their contributions.
    By doing this, employees will feel appreciated and motivated to continue working hard.

    Furthermore, rewarding employees will also encourage them to sell more products and services. This is because they will feel that they are able to contribute positively to the company and receive a tangible reward for their efforts.

    Some Important Stats You Should Know

    • 71% of sales reps say they spend too much time on data entry. (Toutapp)
    • Only 33% of inside sales rep time is spent actively selling. (CSO Insights)
    • 42% of sales reps don’t feel they have the information they need before making a call. (NuGrowth)
    • Automated & enforced sales processes generate 88% quota attainment (vs. 78% with merely “well documented” processes.) (Velocify)
    • 20% of sales reps’ time is spent researching, not selling. (NuGrowth)
Bottom Line

In this blog, we discussed some common sales management pitfalls. Hopefully, this information helps you steer clear of these errors and find solutions that will help you get back on track.

We are always happy to answer any questions you might have, feel free to contact us anytime at +91 9266108888.

DialDesk Call Center Solutions & Services

What are you waiting for?

Get started with DialDesk
Tell us about yourself

    Contact Sales

    Primary need

    Additional info?

    Optional


    By clicking this, I accept the terms and conditions & privacy policies.

    Create your own personalised Customer winning map

    CUSTOMER WINNING MAP

    is the apt framework developed for deploying the right mix of People, Process & Technology in a business with a clear eye on increasing lead conversion, reducing customer acquisition & management cost, and winning customers for life.

      By clicking this, I accept the terms and conditions & privacy policies.

      DialDesk Whatsapp Number