The biggest problems of sales manager – how to deal with it ?

The biggest problems of sales manager – how to deal with it ?

A survey by Proudfoot indicated that a poor salesperson spend their time as follows:

Active Selling 10%
Prospecting 10%
Problem Solving 14%
Downtime 17%
Travel Time 18%
Administration 31%

A good salesperson should ideally be allocating their time as per below (as suggested by Frank Furness:

Active Selling 35%
Prospecting 25%
Problem Solving 15%
Downtime 10%
Travel Time 10%
Administration 5%

In addition, the biggest barriers to sales people’s effectiveness were found to be:

  • Lack of manager feedback or help for sales teams
  • Poor sales call quality and inadequate monitoring
  • Weak or cumbersome sales reporting systems
  • Training that was seldom reinforced or properly coached in the field
  • Administrative duties

Also – if you are looking to assess sales people/teams – then you should consider

In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals .The aspirations and strategies of the company’s management must be imprinted by the realism of the sales manager as they come down from above. It’s an incredibly important and difficult job. Certain common mistakes often arise out of this unhealthy situation

  1. Lack of a focused sales structure.– It consists of such things as:
  • the way sales territories are defined
  • the way salespeople go about their jobs
  • the way markets and customers are targeted
  • the way salespeople are compensated
  • the methods the manager uses to communicate with the salespeople
  • the expectations for the sales force
  • the training and development system of the company
  • the expectation for information collecting by the salespeople
  • the frequency and agenda for sales meetings
  • the sales tools used by the salespeople
  • and countless other such things
  1. Lack of regular and systematic direction and feedback for the salespeople. – The old saying, „Out of site, out of mind,” is too often the operational description of the typical sales manager. The salespeople are out there somewhere, doing their thing, while the tyranny of the urgent often occupy the manager’s time.
  2. Lack of an organized training and development system -No profession in the world expects the serious practitioners of that profession to figure it out by themselves. Quite the contrary. Every profession has determined some minimal acceptable course of study

While there are as many other management  problems as there are sales managers, these three are the most common. Address them, and you’ll be well on your way to outstanding success in sales management.

Advanced Trade International Ltd

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