The Top 10 Sales
By Drew Stevens
Sales Managers have a myriad of issues to deal with. From
generational issues to increases struggles of revenue gain, sales
leaders feel constantly under attack. Sales leaders need to produce
more than previous while increasing margins. In addition, the
current economic issues challenge leaders with cost containment,
talent retention and profitability gains.
Here are the top 10 issues leadership issues.
1) Leaders must be examples. Leaders need to act in
harmony with employees and ensure equal treatment of all. Employees
and managers need to operate simultaneously without lines of
bureaucracy. Culture within the organization must ensure equality of
all and consistent focus on the customer.
2) Bureaucracy. Sales leaders are best served by
deleting unneeded bureaucracy. This frustrates staff, creates delays
and losses focus on customer needs.
3) Too many silos. Companies are in business for one
reason- to create clients. End the infighting and focus on the most
vital asset! When the fighting ends (and everybody understands their
reason for being employed) perhaps harmony arrives.
4) Lack of co-opting with marketing. Sales and
marketing exist in silos and in many instances operate as separate
organizations. Selling professionals believe marketing develops
pretty brochures and marketing alternatively believes sales people
simply make too much money. When these organizations operate
synergistically to assist the customer everyone wins.
5) Accountability. The worst issue of the sales
leaders job due to lack of time however it is required. Sales
professionals must adapt and become productive or face termination.
Nothing happens without a sale and everyone needs to operate a
6) Talent retention strategies. On boarding requires a
coordinated organizational effort to guide and mentor new and
existing employees to huge gains in productivity. Research
illustrates that 69% of organizations with a structured program have
a higher success factor of maintaining employees beyond three years.
7) Lack of co-opting with Customer Service. Similar to
working with the Marketing Department, sales leaders must also
understand customer issues and customer value. The information
gained from shopping the business helps to be tuned into customer
issues and their quick resolution.
8) Human Capital Development. Of the 120 billion
dollars per year invested in human capital development only a small
percentage focuses on sales training. There are three prevalent
issues; 1) Sales Managers typically state a lack of time for
training, yet nothing is more imperative than an investment in your
human capital. 2) Sales Managers typically hold short-term event
based training. Development is a process not an event! Beliefs,
habits and values will not alter in seven-hour program. 3) No
accountability. A travesty of development is the lack of
accountability following a development program.
9) Selling Methodology. A report researched from CSO
Insights suggests that over 90% of most selling professionals and
their organizations lack a selling methodology. It is imperative for
a leader to institute an organizational methodology that establishes
client value, creates interest and closes sales.
10) Business Analysis. The best sales leaders take the
time to shop the business, the competition and the customers.
Acknowledging and leveraging the best industry and competitive
practices provides foundations for future success.
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