Challenges Faced By Sales Managers:
Use the following bullet points to calculate the self-assessment:
Pipeline & Metrics: (subtract 2 points from 20 for each true statement)
Can't see the pipeline in the middle, just what is going in and coming out
Don't know the true sales cycle for each product
The CRM system is ineffective because it is linked to a faulty sales process
Don't have closing ratios by product
Don't have sales cycle by product
Sales people drop a prospect right after the forecast comes out, and we don't know about it until the next forecast
Sales people are not focusing on the best revenue opportunities
Forecasting: (subtract 2 points from 20 for each true statement)
Can't make accurate forecasts based on information I am getting
Forecasts are not available when most needed (have to wait until end of quarter or year)
Can't tell if we will meet our sales goals during the period
Too much of our forecast is based on subjective information
Time Effectiveness: (subtract 2 points from 20 for each true statement)
Don't know how to intervene proactively to affect the current period
Don't have time to travel with all sales folks
Don't have time to talk to each sales person about each prospect
Don't have a system that tells me which opportunities require my intervention
Don't have a way to optimize where to allocate time (currently using the milk run theory of visiting all accounts in a pattern on a recurring basis)
Don't learn until too late that the sales folks closed out an opportunity (too late to get in and help reverse)
Don't have sufficient time to travel with each sales person to find the very infrequent problems they have
Don't spend sufficient time with those that need help
Training: (subtract 5 points from 10 for each true statement)
Don't know what specific training the troops need
Can't link performance to training needs
Performance Measurement: (subtract 2 points from 20 for each true statement)
Unaware of minor lapses and intermittent problems in sales people's behavior
Difficulty assessing the effort of the sales people
Difficulty assessing the performance of the sales people
Can't separate the high performers from the under achievers
Can't pinpoint strengths and weaknesses of the sales force
Difficulty establishing objective expectations
Don't have the evidence to support dismissals
Can't adjust my system to reflect sales people being on leave or vacation
Difficulty assessing new sales people
Assisting in the Sales Process: (subtract 5 points from 10 for each true statement)
Don't always know the best advice to tell them to help in specific situations
Am reactive, can't be proactive, don't have the tools to be proactive in the sales management process
If you are dissatisfied with your self-assessment and believe your sales will increase if the weak areas indicated above are addressed, call Phil Krone at 847-446-0008 or click here to fill out a contact form. We will provide a plan to help you.
