Need of Sales Force Effectiveness

Most sales professionals undergo trainings on the feature function sets and not on the soft skills of selling. This results into “Quotes” and NOT “proposals”.

Outcome: Sales people can talk feature function to the customer but cannot sell the value of the solution. At times customer is left to grapple with the solution while companies have sold the “components”. More often than not this results in a failed solution and dissatisfied customer.

Art of negotiation is reduced to lowest price offer and little attention is paid to the Return on Investment model.

Outcome: Negotiation which is give/get has been reduced to price battle for order. Reduced profitability for seller and cutting corners for buyer. Again results into dissatisfied buyer and lower margin sale.

A long term relationship model is rarely exhibited as there is high attrition and relationships tend to move with the incumbent sales professional than with the organization. Internal review mechanisms also geared towards the NEXT million dollars then for the continuity of relationship resulting into long term business.

Outcome: A loyal customer model is rarely built which could result into a “Banked Revenue” stream with least effort. Every deal is hard fought resulting into larger discounts, higher cost of sales lowering return on investment.

Most sales managers are promoted sales reps, who have not been coached in art of team, funnel or territory managements.

Outcome: Faulty reviews where focus is on end result than on the process. Missed forecast calls, wrong assessments and at times loss of sales.