In this episode, we uncover the 15 most common sales problems that reps are likely to face, and how to address them now.
Suzanne Paling, is Principal at Sales Management Services, a sales management consultant to small business leaders, and author of The Sales Leader’s Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity, which is the winner of the USA Book News Award in the Business/Sales category in 2016.
Suzanne wrote her book to solve the 15 most common problems of her clients. She walks leaders through solutions.
Suzanne discusses the inconsistent sales rep, who misses regular quotas, and barely catches up by Q4.
Before you solve a problem, how do you need to think about it? Do you understand the data? Why write a report?
What is the role of your supervisor, in developing your plan for addressing the rep? When do you speak to the rep?
What consequence is appropriate for inconsistency in sales?
Suzanne says it is easy to deal with reps who never make quota. She talks about the bad effects of inconsistency.
Are there common causes for quota inconsistency? Suzanne explains what she has found.
CRM non-compliance — what causes this issue?
Suzanne considers that CRM compliance can be boosted by hiring people who already do comply to using it, and requiring immediate compliance from current reps.
If senior management doesn’t use the CRM, the reps notice. Reps should see them using it!
Suzanne suggests taking the best notes in the system, and publishing them as the standard. Not all notes are clear. The more relevant information they provide, the better.
The Sales Enablement Podcast with Andy Paul was formerly Accelerate! with Andy Paul.