When it comes to “business expansion,” there is always a new territory coverage along with the acquisition of new distributors and retailers. Now, this requires more salespeople to be added. However, with expansion comes a plethora of complications and salespeople issues. Let’s look at them in-depth.
6 Problems Organizations Face With Salespeople
The first step in managing a sales plan is to execute it correctly. When every activity goes according to the plan and is executed at the right time, it helps to comprehend the tricky areas better.
This could be with the plan, activities, pricing, promotion, or the salespeople themselves. Considering the vast teams (with hundreds or thousands of salespeople), working from different geographical locations, the management might not have an understanding or perspective of what is happening around until a few weeks have gone by. Eventually, the activities lack proper tracking and execution turns out to be a failure.
2. Monitoring the movements of a salesperson
The management should always have a good grip on where the salesperson is, at any time. Typically, the salesperson reports about the distributors’ & retailers’ locations they have visited at the end of the day.
The management goes with the honor code of the sales person and believes what he or she claims about the visit. However, there is no validation or proof to it.
3. Monitoring the dealings with the distributors and retailers
The salespeople deal with distributors & retailers and conduct a lot of transactions on a regular basis. Now, the management should have a good understanding of the sales happening on a real-time basis. This will help the management to comprehend the needs of the distributors and challenges that they face (if any).
4. Managing the orders and delivering them on time
For a business to be successful, it is important that the orders placed by the customers are delivered on time. The moment a customer places an order, it has to be accepted and processed.
However, this usually doesn’t happen. It is important to be more responsive to them concerning order acceptance, delivery, and solving any complaints if they have raised. This will also help the organization to reduce the inventory cost.
5. Managing the sales teams on their targets and performance
Talking about metrics like targets, achievements, work-in-progress on selling, invoicing, and collections, it requires a huge team to be involved. When different sales teams are involved, multiple reports are being generated and sent to the management on a regular basis.
Now, this is a huge amount of data and generally, incorporates big gaps in terms of performance and achievements. These need to be addressed as early as possible before it becomes a disaster.
6. Failure to achieve the results
The management might take corrective actions to bridge the gap, which usually includes changes in the strategies, assigning more people to the territory, giving more promotions, reducing the price, and quicker delivery time.
Since the entire sales process has a lot of variables, it gets intricate for the management to have a good grip on all these activities. Hence, there is always guesswork. Even if there are inefficiencies, they are spotted pretty late. Finally, the corrective actions need not necessarily lead to any tangible results to be achieved within that year.Tweet