These Indicators Say Your Sales Force Should Be Selling more.
How many of them apply to your sales environment ?
- You're losing deals you think you should win.
- Discounting and give-aways are on the rise.
- It takes longer to close routine deals and negotiations are tougher.
- You are finding fewer new customers.
- There doesn't seem to be a winning attitude in the sales environment.
- Your most loyal customers tell you they are looking at the competition.
- Internal issues interfere with the sales function too often.
- Customer complaints are on the rise.
- Sales management is very busy, but hasn't the time to see key customers.
- The sales team doesn't know the names of the executives at their key accounts.
- Account planning and call plans are seldom if ever done.
- Sales reps spend a lot of time chasing non-prospects.
- Senior management is brought in too late to help win big or strategic deals.
- Sales reps do not have good knowledge of the competition's products,
practices, or personnel.
- Sales reps may have taken lots of sales training, but don't seem to use
what they have learned.
- Expenditures on CRM software and sales force automation tools have not produced the benefits and results expected.