Sales challenges are built into the job, however, top performers do not quit in the face of challenges but rather strive to overcome them. The shift to instant online information has allowed prospects to research the company and their entire offerings before any sales person can make a pitch to them.
While there are plenty of common challenges that a salesperson has to power through in their line of work, we have handpicked the top 4 challenges after our experience of communicating with companies with a vital field sales department as well as servicing all field reps over the years:
Pinpointing Quality Leads
QUALITY – One word that is in the hall of fame of each sales person’s dictionary. The challenge of finding a lead through the large pool of available prospects is one of the biggest challenges of a salesperson. No matter how many calls you have lined up, they can all turn to be oil on water when it comes to entering the sales funnel.
The solution is to focus on quality rather than quantity. Spending resources on lining up 50 calls may look impressive to the management but when only 2 prospects convert, no one would be satisfied. Instead, a situation where 15 prospects bag 5 to 7 leads would be a much satisfying and preferred outcome.
Losing Time On Administrative Tasks
The more time a salesperson spends on non-revenue tasks is the time when competitors spend talking to clients and converting them. Administrative tasks such as generating reports, inputting data, making sheets, etc. absorbs valuable sales time and only feeds losses and missed targets.
The answer lies with automating these tasks to technology. Auto generated reports, technology assisted proposal creation, auto calculation of proposed prices, etc. cut down the time that sales people have to spend on tasks that don’t bring in clients or boost revenue.
Poor Management
The army is only as good as the general. A salesperson has to make the most of their time when they are on field. This means that the manager has to create an airtight schedule for each salesperson where they make the most of their work hours as well as achieve a distributed workload so none of their sales people feel burdened or sit idle. At the end of the day, if a sales person does not have the right schedule created for them by the management they will not be in the right place at the right time, in front of the right people.
Not Having All The Information
Sales can only be seamless if the field reps are in front of prospects that have
the requirement for the product or service they offer. Not having the complete picture about the demographics or psychographics of the area they are targeting can cripple their pitch and make them
In this competitive age, not having the best sales tools to get an competitive edge is the same as not having the right sales people, Maplytics (Maps integration with Dynamics 365 CRM / PowerApps) is the solution for the generation of solution seekers that want to take charge of their sales and accelerate their revenue. If your field sales reps are undergoing challenges, it’s time to right now go ahead try Maplytics for free with our 15 days trial from our website or Microsoft AppSource (you will find our 5 star rating and Preferred Solution badge are testimonial to our claims).
Alternatively, even if you need personal consultation to see how Maplytics can help you overcome your sales challenges, you can mail us at crm@inogic.com to get exclusive access to our solution experts so they can walk you through the entire feature suite.
Until next time – Stay Safe and Stay Challenge-free!
