Sales management is not the easiest job in the world. It requires a lot of expertise and skill. One of the challenges of sales management is knowing how to handle the risks that come with the job. Using this slideshow, you can learn about the most common types of risks that sales managers face, and some key tips on how to handle them should you encounter one of these situations.
The four greatest risks for sales management are:
1) Salespeople reporting false or misleading information to sales management: Salespeople are optimistic by nature. They have to be in a world where they are faced with constant rejection. As a result, they can sometimes be overly optimistic about the cycle and the eventual result. Coach your salespeople to predict accordingly so that you don’t face an unwanted landmine at the end of the sales cycle.
2) Salespeople not reporting crucial information: In this situation, the salesperson isn’t lying, they are just not entering pertinent data into the CRM. This needs to be fixed quickly so that everything can be accounted for.
3) Sales reps short on sales skills: As a sales manager, it is crucial that you monitor the weaknesses and strengths of your sales reps, and coach them on their weaker points while praising their strong points.
4) No reliable automatic way to track sales: Every sales manager has their own preferred method for tracking sales. But, if you aren’t tracking effectively, you will be in the dark when it comes to understanding your data. Try using a leading edge CRM solution, like Pipeliner CRM.