Five common challenges you’ll face as a sales leader (and how to counteract them)
Original Source: The Business Journals
A great sales leader can contribute greatly to the success of both their sales team and the company as a whole. However, being a sales leader isn’t an easy job. These leaders face several challenges, some of which are largely out of their control, while trying to land sales.
Fortunately, there are several ways to counteract these challenges and continue to drive growth. Below, the members of Business Journals Leadership Trust share five common obstacles sales leaders may experience and how to overcome them.
1. Keeping up with constantly evolving markets
You have to effectively modify a salesperson’s way of thinking and associated behaviors to succeed in a constantly-evolving sales environment and in new market channels. Discern each team member’s particular skill set and help them see how their talents can be updated, improved and applied to be more successful in both the current and future targeted industry landscapes. – Clayton Garrett, American Wholesale Lighting
2. Closing sales remotely
Working from home means selling and buying remotely. This creates uncertainty and uneasiness that can be hard to overcome, particularly when there is not a pre-existing relationship. Coaching and giving tools to teams that are used to face-to-face customer interactions is critical so they can transition to a different mode of interaction while not sacrificing their ability to convey critical information. – Patrick Doherty, Flexential
3. Team burnout
I fear that my team will burn out from cold calls, email campaigns, demos, etc. It can get repetitive. Daily standup calls hold the team accountable and give us a reason to communicate what’s working and what’s not working. Don’t keep focusing only on what’s not working. Also, the occasional competition keeps the team on their feet. – Katie Fulghum, Homebase
4. Underperforming sales representatives
One common challenge that every sales leader eventually faces is underperforming sales reps. Work with the rep through open-ended questions that will allow them to self-evaluate and determine their willingness to improve. Then from there, you can determine what coaching is needed and what actions need to be taken to build a development plan that achieves both individual and company success. – Brad Clothier, Delta Dental of Arizona
5. Managing the budget
Budget is the top variable affecting almost every deal. The way you work around that obstacle is through empathy. Salespeople should be empowered to offer price and delivery flexibility to help close deals. Conforming to customers’ requirements may “hurt” you in the short term, but helping people in need is the surest way to build long-term loyalty and client value. – Jim Fairweather, Cygilant
Open for Business
The savory experience of working with a company that provides what customers need or want, whether it’s soup to nuts or à la carte
For example, ever dine at a fine restaurant that lets you order a little of this and a little of that-smaller portions of a variety of delectable food, instead of one big entrée and an inflexible menu? I have, and just thinking about the experience at XYZ restaurant makes my mouth water and brings a smile to my face.
Their service was extraordinary. When I asked, I received. I never heard: “We can’t do that” or “it’s not our policy.” If I wanted two ravioli instead of a plateful, that’s what I got. Sound too good to be true? Perhaps. But it’s a common-sense approach to business – provide what the customer wants and needs.
Yet, how many businesses are really open for business? How many sincerely practice the superior customer service they boast about? How many businesses do whatever it takes to reframe problems into opportunities for the customer? This white-glove treatment is the ingredient that will set any company apart from its competition.
Have It Your Way
At American Wholesale Lighting, experience has taught us that it pays to make it effortless for our customers to do business with us, which means offering a variety of services from our menu and serving them any way our customers want. For example, no matter how diverse or precise your lighting requirements, American Wholesale Lighting can handle them-from a retrofit to a full-scale installation. In this complex industry, we’ve made ordering from our menu easy for the customer.
There’s More Than One Right Answer
A company is truly open for business when its staff is united, passionate, and committed to looking for more than one right answer. At American Wholesale Lighting everyone brings their perspective and creativity to the table. Our enthusiastic team stands ready to serve you, even under the most challenging conditions, time constraints, or limited resources.
When we couple our passion for lighting with our expertise, we open doors and create opprotunities for your lighting to perform as it was intended, without hassles, complications, or waste.
American Wholesale Lighting has been in the lighting business for more than 30 years, and we are indeed open for business. We believe no one in the industry can dish up a better experience for the customer than we can. Just check out “AWL’s Menu” and see for yourself. When you work with American Wholesale Lighting, you’ll wear a smile on your face and you’ll feel the way you do after you’ve enjoyed a wonderful meal-thoroughly satisfied and wanting to come back. Bon appétit!