Wherever processes exist, there are sure to be pitfalls.

There aren’t exceptions when it comes to having a sales process, but there are some proactive ways to address these pitfalls!

In this post, we expand upon some common sales process pitfalls that may occur for you, and how to address them, as a sales manager, to create more confident reps.


1. Steps are left open to interpretation

This is perhaps one of the most common sales process pitfalls, and while different customers will engage differently, and how reps respond to them may be a little different every time, the core intention of each interaction should fall into the same bucket.

There must be defined and concrete sales process actions in order to move through stages within it.

So, while one rep may greet customers by saying, “Top of the morning”, and another says, “Hello”, the intention of the core action is the same, being “greet the customer positively, engaging them with a natural and inviting tone before asking what you can do for them today”.


2. “One and done” approach

The “one and done” approach is a reflection of a lack of sales process evolution.

An effective sales process will always be a work in progress. If you’re not evolving it, your sales team and organization won’t grow in the ways you need them to, and that’s a big problem that affects your bottom line.

You must continue to apply and analyze metrics to ensure your sales process is still relevant and working, adjusting as you need to along the way.

Can you imagine if certain laws from 200 years ago were still in place today? While it may seem like a bit of an exaggerated comparison, the same logic applies to your sales process and business.

Ledgeview Partners eBookAs the climate of industry evolves, so must the ways you interact with your customers and run your processes.


3. Rigidity sales methodology

You must be aware of new and changing paradigms when you’re in a position of sales leadership.

Employ multiple processes or pick bits and pieces from multiple methodologies that apply to your organization and team.

Customize your process for what works for your organization’s unique needs.

Create a process that works best for your organization. We simply cannot state enough that there is no one sales process that works for every organization.

While you can certainly use the tips shared in our new eBook, “Creating a Consistent Sales Process that Drives Results”, as a template, the details are up to your unique goals.


4. No sales coaching program

A successful sales process is a result of a lot of good functionalities, including a great sales coach!

Your organization and leadership must support and promote the sales manager’s ability to evaluate, coach, and communicate with the team.

When you have a good sales coaching program, you set your entire team and process up for successful outcomes!

Coaching should mirror the sales process, but also allow for personalized components to allow for individual growth among your sales reps.


5. Sales management solely developed the sales process

One of the most common mistakes organizations make is only having sales management develop the sales process.

The best way to create the most effective sales process for your organization is to involve both your sales and marketing teams.

This helps to create alignment, share goals, and complement strategies.


Set yourselves up for success with your sales process and how it flows within your CRM system when you read Ledgeview’s new eBook, “Creating a Consistent Sales Process that Drives Results”.

Download it below.

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